Beyond the Hood with Tractor Zoom

In this May 2025 edition of Trends in 10, Andy Campbell breaks down what equipment dealers and ag professionals need to know right now. From tightening lending conditions and rising operating loan volumes to volatile corn market projections and policy developments affecting ethanol, this episode covers it all. Andy digs into updated data from the Kansas City Fed and Purdue, reviews shifts in used equipment values (especially in the HHP tractor and combine categories), and explores why 2025 might signal a return to a “new normal” in farm capital investment.

In this episode, the final in a series of three segments of the interview, Andy and George Keene discuss the critical aspects of change management within dealerships, emphasizing the importance of leadership commitment, the impact of tariffs, and the potential of AI in training and sales. They explore the tools necessary for success in the dealership environment and provide insights into the future of the farm equipment industry, highlighting the need for consolidation and proactive customer engagement.

In this episode, the second in a series of three interview videos, Andy Campbell and guest George Keene discuss strategies for equipment dealerships to leverage data for improved sales and inventory management. They explore the importance of understanding customer purchase cycles, critical performance metrics, and the challenges of managing aged inventory. The conversation also highlights cash flow management strategies, the significance of service departments, and the potential of rental opportunities in maximizing dealership profitability.

In this episode, the first of a series of three segments of an extended interview, Andy speaks with George Keen of Wise Wolf Consulting about effective sales management strategies for equipment dealerships. They discuss the importance of account assignment, sales coverage, and the balance between customer retention and prospecting. The conversation also delves into managing inbound leads, commission fairness, and the critical role of data utilization in enhancing sales effectiveness. Keen emphasizes the need for a structured approach to CRM usage and the value of demonstrating its benefits to salespeople.

Watch the recap of our Spring 2025 Trends & Data webinar for a deeper dive into these trends and steps for getting started on a data strategy for your dealership or organization: https://youtu.be/kKD65r0TxEk  In this episode of Trends in 10, Andy Campbell, Tractor Zoom Director of Insights, discusses the significant changes in the agricultural equipment market as of end-of-March 2025. This episode covers tractor categories (including compact, utility, high horsepower, and row crop tractors), self-propelled sprayers, and planters,  highlighting sales trends, market challenges, and the impact of economic factors such as net farm income and government payments.    Compact tractors 01:05 Utility tractors 02:35 High HP tractors  03:53 Self-propelled sprayers 07:00 Row crop tractors 09:11 Planters 13:41 Get accurate equipment valuation and search for market trends on specific makes and models with Tractor Zoom Pro's database (https://tractorzoompro.com)

Andy Campbell, Tractor Zoom Director of Insights, gives a detailed summary of equipment trends for several of the top categories at the beginning of 2025. These categories include small and large row crop tractors, class 8 combines, planters, and self-propelled sprayers. Andy takes a look at changes in supply levels and turn rate, as well as dealership and auction sales data.   Small row crop tractors 00:49 Large row crop tractors 03:18 High HP tractors  05:24 Class 8 combines  07:00 Self-propelled sprayers 08:29 Planters 12:56   Get accurate equipment valuation and search for market trends on specific makes and models with Tractor Zoom Pro's database (https://tractorzoompro.com)  Read Andy's early 2025 planter analysis: https://www.tractorzoompro.com/our-solutions/equipment-market-trends/spring-2025-market-trends-planters-analysis 

Andy Campbell, Tractor Zoom Director of Insights, gives a detailed summary of equipment trends for several of the top categories at the end of 2024 and moving into 2025. These categories include cotton pickers, headers, combines, forage equipment, tractors, and planters. Andy takes a look at changes in supply levels and turn rate, as well as dealership and auction sales data. Get accurate equipment valuation and search for market trends on specific makes and models with Tractor Zoom Pro's database.   Find the full 2024/2025 Equipment Market Report & Insights presentation here: https://go.tractorzoom.com/lp-uem-2024-review-and-2025-market-predictions

Brad Crist, Used Equipment Manager at Shoppa's Farm Equipment, speaks with Andy about challenges in the ag industry and explains the unique needs and demands of Texas farmers.

Andy and Kyle McMahon, CEO of Tractor Zoom, discuss technology in agriculture, the importance of data in decision-making, and the state of the ag equipment industry.

In this conversation, Andy Campbell and Don Aberle discuss the current challenges and opportunities facing Titan Machinery as they navigate the agricultural equipment market. They explore the importance of customer loyalty, the impact of pricing and inventory management, and the role of data in making informed decisions.

In this episode, Andy Campbell and John Hoffmann – used equipment manager at Atlantic & Southern Equipment – discuss the current state of the used equipment market, highlighting the challenges faced by dealerships, particularly in 2024. Hoffmann provides insights into his dealership's history and market focus, emphasizing their expertise in higher-horsepower equipment, including Fendt tractors, application machines, and specialized sprayers.

Andy breaks down the latest equipment market trends, focusing especially on the tractor market, using valuation from Tractor Zoom Pro's database.

Timothy Johnson, founder of Carpe Factum, joins Andy Campbell to discuss the use of data at equipment dealerships to gain insights and inform decision-making.

Taylor Carlow, Store Manager and Service Director at River Valley Tractor in Arkansas, shares his background and discusses the history of the dealership. He talks about the different market segments they serve, including residential, small construction, and agriculture. Taylor emphasizes the importance of implementing a CRM system at a dealership to improve service offerings, track customer information, and streamline processes. Looking at the roadmap for Kubota, he highlights their focus on expanding their construction line and the future of electric equipment. One big challenge that Taylor acknowledges is the issue of creating quotes for multiple brands for dealership customers and the need for technology integration in the ag industry. The overall conversation focuses on the challenges and opportunities in the compact tractor market, and themes discussed included the impact of supply and demand on pricing, the importance of customer relationships and service, the role of marketing in reaching different market segments, and the outlook for the compact tractor market in the coming years.

Andy Campbell, Tractor Zoom Director of Insights, breaks down the latest equipment market trends, focusing especially on the tractor market, using valuation from Tractor Zoom Pro's database.

A fifth-generation farmer from Tekama, Nebraska, Quentin Connealy (who also goes by “Q Connealy” on his social media channels) talks with Andy Campbell about his farming operation and the importance of building strong relationships with dealers. Stressing the value of dealers having in-depth knowledge of a farmer's specific operation and equipment needs, he also addresses related factors that make a dealership great, such as providing education on new farming technologies, alerts for available equipment, maintenance and repair services, precision training and advice, competitive financing options, and exceptional customer service. Listen to his experiences and insights in this episode.

Andy breaks down the latest equipment market trends on several categories of equipment, including combines, row crop tractors, headers, and sprayers, using valuation from Tractor Zoom Pro's database.

Andy Campbell and Brady Brewer, Associate Professor for Agricultural Economics at Kansas State University, discuss the role of non-traditional lenders in providing capital to farmers and the potential risks associated with elevated interest rates. Brady discusses his background in agriculture and finance, as well as the impact of interest rates on the farming industry and the factors that influence interest rates, such as inflation and housing starts. He provides insights into the future of interest rates and emphasizes the importance of strategic equipment purchases.

Leo Johnson, former owner of Johnson Tractor and current consultant for the Machinery Advisors Consortium (MAC), discusses dealership growth via acquisitions and the process of succession planning. He discusses the risks involved in growth, the need for strong processes and systems, and the significance of developing relationships with both employees and customers.

Andy welcomes Jim Rothermich, a seasoned and certified real estate appraiser with deep roots in agriculture, as this episode's Beyond the Hood guest. Jim shares his journey from growing up on a farm in Missouri to becoming an agricultural and commercial appraiser in Iowa. The conversation digs into the historical and current trends in land and machinery prices, emphasizing how both markets often move in tandem due to their capital-intensive nature.

Scott Waggoner of Van Wall Equipment and Taylor Kraayenbrink of Vesel Technology discuss trends and challenges in talent acquisition in the dealership industry. They emphasize the importance of building relationships with candidates and providing a great candidate experience throughout the hiring process. They also highlight the need for dealerships to have a clear strategy for talent acquisition that aligns with their overall business goals. Listen to learn more.

Andy Campbell interviews Duane Kautzman, Senior Strategy Manager at Tractor Zoom. They discuss strategies, technology, and the outlook for equipment dealerships in 2024. Kautzman emphasizes the importance of managing sales activity and inventory aggressively, especially given the challenging commodity markets and financial constraints faced by farmers. He highlights the necessity for dealerships to use CRM systems to track and enhance sales activities, ensuring consistent customer engagement and inventory turnover.

In this conversation, J.D. Marbury of Tennessee Tractor discusses the export market for cotton pickers, how the dealership expanded to 10 stores, the importance of diversification, and his insights into exporting to different countries, including China, Australia, and South America.

Jason Hoult, Anvil Pro founder, talks with Andy Campbell about his background and journey from farm to dealership to creating tech solutions for the equipment industry. They discuss digital transformation, technology, and the challenges faced by dealerships today.

In this conversation, Hank Mandsager, Tractor Zoom Lead Data Scientist, discusses the impact of Artificial Intelligence on farm equipment dealerships and shares his background as an aerospace engineer turned data scientist. He emphasizes the importance of data quality and the challenges faced by dealerships in implementing big data.

Ivan and Brandon Dorhout, owners of two Town & Country dealership locations, talk with Andy Campbell about succession planning and building a team.

In this conversation, Andy Campbell interviews Jeff Oldham of GreenMark Equipment about his background and experiences in the agriculture industry. They discuss topics such as hiring great people, building a strong company culture, and the importance of leadership development. Jeff shares insights from his time at John Deere and Volvo, highlighting the value of training, feedback, and recognizing individual strengths.

In Beyond the Hood, Andy Campbell, Tractor Zoom Director of Insights, breaks down current and future issues facing large equipment dealers. In conversations with industry experts and leaders, he'll go “beyond the hood” and discuss stories, strategies, and experiences that your dealership can use to improve efficiency, maximize revenue, and succeed in an increasingly competitive market. Learn more about the podcast.