Simpson Farm Enterprises is Equipment Technologies dealership of the year for 2010. In addition, SFE salesperson, Jason Pavlu received the President’s Award for the second straight year for closing more sales than any other single salesperson throughout ET’s dealer network.
Dealer of the Year and the President’s Award are the most prestigious awards a dealer and dealer salesperson can earn, respectively. The criteria are rigorous and few will ever enjoy this achievement, according to Paul Nielsen, national sales manager for Equipment Technologies, manufacturer of Apache self-propelled sprayers.
For both awards to be earned by the same dealer speaks volumes of SFE’s passion for the Apache sprayer and their focus on customer service. “Simpson’s formula for success is a simple, but powerful combination of customer focus and niche expertise,” says Nielsen.
“As the application community started to show signs of farm-based ownership in the late 1990s, Simpson Farm Enterprises took the necessary and risky steps of distancing themselves from the traditional dealership mold. By focusing on application, they have channeled their niche expertise into a business model that allows them to not only compete in today’s era of ultra-consolidation, but to do it better than anyone else,” Nielsen says.
Simpson Farm Enterprises has dealership locations in Ransom, Hays, Great Bend and Beloit, Kan. In an interview with Farm Equipment, Theresa Simpson of SFE said the secret of the dealership’s success in selling sprayers is it concentrates on selling sprayers and sprayer support equipment.
“The goal of Simpson Farm Enterprises is to not only to sell the equipment, but to provide outstanding service and support after the sale. The sales staff has hands-on experience in running the equipment they sell and understand the needs of their customers,” she says.
“Today’s farmer has many options as to where to buy his agriculture equipment, but Simpson’s strives to give the customer knowledgeable service after the sale that includes the expertise of the service department as well as helping the customer with the high-tech equipment that Apache offers,” Simpson adds.
“The SFE staff values the honor of being two-time Dealer of the Year for Equipment Technologies. It is an accomplishment for the entire staff to be part of a winning team at a small organization in a world where most winning teams come from large consolidated dealerships,” Simpson says.
In addition to being in a class by himself when it comes to his individual success in selling Apache Sprayers, Jason Pavlu farms his own land using an Apache 720 series self-propelled sprayer. He is excited about the products that he sells and backs it 100%. The fact that he owns and uses an Apache Sprayer enables him to relate to the customers and their needs, he says Jason’s competitive nature keeps him focused on closing the “deals.”
Pavlu advises other salespeople to, “Make sure you are dedicated, knowledgeable and not be afraid to put the hours in when needed. The all else will fall into place. Be courteous and treat the customer with respect. If it needs to be done, don’t make excuses, just find a way to get it done, period. Being a sales person is an individual sport,” he adds.
“In the end, you are the one facing the customer and the determining factor of whether or not he will buy the piece of equipment that your dealership sells.”
Equipment Technologies is the largest independently owned manufacturer of self-propelled sprayers in North America. Operating from its 110,000 square foot headquarters in Mooresville, Ind., the company strives to provide the best value of any sprayer on the market. ET distributes its sprayers throughout North America and Ukraine through a network of independent dealers.