Jack Seifer - Cascade Farm Machinery – Manager and Sales Rep
Silverton, OR – 503-873-5355
Phone interview with Joe Bingold
1. Please describe your relationship with manufacturers:
a. How do you decide what equipment you will carry?
i. Get feedback from farmers. But get more insight from the manufacturer – distributer. The manufacturer is studying the market so they trust the manufacturer’s recommendations.
Silverton, OR – 503-873-5355
Phone interview with Joe Bingold
1. Please describe your relationship with manufacturers:
a. How do you decide what equipment you will carry?
i. Get feedback from farmers. But get more insight from the manufacturer – distributer. The manufacturer is studying the market so they trust the manufacturer’s recommendations.
b. What kind of margins do you get on the equipment?
i. List price with a discount goes to the dealer. 20-30%.
i. List price with a discount goes to the dealer. 20-30%.
c. Do manufacturers offer you other discounts or incentives?
i. Kubota Tractors is the only type of tractor they carry. Hard to serve two masters – so happy with just one company. Stock the equipment that is applicable to the local farmers. For equipment that is useful but not made by Komodo, they will use short lines from other manufactures if needed and receive this equipment via distributers. Certain short lines are small enough that they go straight from manufacturer to dealer – they have a direct contract with Woods Equipment in Illinois and the profit from the deal.
i. Kubota Tractors is the only type of tractor they carry. Hard to serve two masters – so happy with just one company. Stock the equipment that is applicable to the local farmers. For equipment that is useful but not made by Komodo, they will use short lines from other manufactures if needed and receive this equipment via distributers. Certain short lines are small enough that they go straight from manufacturer to dealer – they have a direct contract with Woods Equipment in Illinois and the profit from the deal.
d. Do you have buy-back agreements with the manufacturers?
i. Yes – but only through the state dealer. Manufacturer does not provide buy-back.
i. Yes – but only through the state dealer. Manufacturer does not provide buy-back.
e. Do you have exclusivity arrangements?
i. Yes, with the manufacturer’s line of equipment. John Deere is notoriously the most rigid in this regard.
i. Yes, with the manufacturer’s line of equipment. John Deere is notoriously the most rigid in this regard.
2. Please describe your relationship with farmers:
a. How do you get an understanding for what equipment farmers want?
i. Just sort of know. Talk with the farmers … know the business.
b. Do you host demonstrations?
i. Don’t do a lot of on the farm selling. Hard for an individual dealer to put on a demonstration. Cascade Farm Machinery has been around long enough that people know about them and just come when they need equipment. They know their territory and don’t need to do much promotion.
i. Don’t do a lot of on the farm selling. Hard for an individual dealer to put on a demonstration. Cascade Farm Machinery has been around long enough that people know about them and just come when they need equipment. They know their territory and don’t need to do much promotion.
c. Do you attend agricultural shows?
i. Yes, participate in a couple of these every year.
d. Do you provide service/maintenance for equipment?
i. A big part of why they keep customers is their local service. Farmers know that they will be there to help them.
3. What is your advice on how a new company producing an innovative product can sell equipment to farmers?
a. Find a distributer and use their expertise.
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