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My Dealer Sells Two Brands, Which Do I Buy?

Got a viewer letter from Jeff who wanted to know, if a dealer handles two tractor brands, how do they decide which one to sell you? Great question! Before I answer, there are a lot of dealers that will only have one line. Deere makes it virtually impossible for any of their dealers to have a competing brand and they all seem to be okay with that. Whether the company can legally do that or not is another question, it might be difficult to get rid of a dealer that had maintained a better-than-average market share, but there aren't many who want to take on Deere's legal department in court. My perception is that Kubota would love to have "pure" dealers. In small tractor country, many times a Kubota dealer will only have that one brand, but there are a lot of Case IH dealers that also handle Kubota. That's because a few years ago, Case made the corporate decision to get out of the compact tractor business and many of their dealers picked up extra lines at the time. There are many Case IH/Kubota dual line dealers across the midwest. But there are many dealers who have more than one brand, what dictates which one they try to sell you? During Covid, the main factor was finding what was available. Some companies were better than others at communicating delivery dates, in short inventory situations, a dealer will sell what he can get. The rest of the time, in my mind, the first factor in determining what brand a dealer will sell you is their brand loyalty. Every dual-line dealer has a favorite, it's usually the brand they've had the longest. Sometimes there are holes in the product line where a company doesn't offer a product. It could revolve around price, if the main supplier's products are priced above the market, or they don't offer a "value" product, a dealer can swing you to a different brand. Or, if there is a tractor "niche" market that they don't have offerings for, a dealer can look at alternative makes. In a perfect world, the salesperson is asking you a bunch of questions and trying to determine how you'll be using the tractor, then trying to determine the perfect product to meet your needs, regardless of brand. A normal practice is for a supplier to offer a salesperson bonus or "spiff" for selling tractors. This is a check mailed directly to the salesperson after the deal is complete. These programs help move inventory but can cloud a salesperson's judgement about what product to sell. Many dealers don't like sales bonuses because it can make their personnel try to sell products that they don't necessarily need to move, while aging inventory sits unsold. If you have a good relationship with your dealer, they will determine which brand and model is best for you, while also showing you other options that they offer. If you suspect you're not being led to the perfect tractor for you, ask them if they make more money on the model they're selling you, or an alternative. If they're trying to maximize their profits and not keeping your tractor needs at the forefront, it's time to change dealers. LINKS YOU NEED TO KNOW ABOUT... The Tractor Fun Store: https://asktractormike.com/products-f... Support the Tractor Mike Channel:   / tractormike   Visit the Tractor Mike website: http://asktractormike.com/ Copyright 2023 Tractor Mike LLC