Cl2-Uncaster Fannins, Saturday, November 30,1985
V
RACINE, WI - The Computer
Aided Sales System (CASS) is the
newest, most innovative sales tool
available for use by J I Case
agricultural equipment dealers.
CASS, a computerized decision
support system, guides Case In
ternational customers in a step-by
step search for the right piece of
farm machinery and the most
effective financing for their in
dividual circumstances.
CASS saves time and provides
easy access to information. It
presents Case International
tractor, combine and farm im
plement models in detail. CASS
assists customers in comparing
Case International equipment with
competing brands, and can show a
customer how he can cost-justify a
new product, and how the pur
chase/lease will affect his cash
flow and tax situation.
“CASS takes all the product
President KEO, Exec VP named
BLOOMINGTON, IL. - E.W.
Muehlhausen has been named
President and CEO of Portable
Elevator Division of Dynamics
Corporation of America.
Muehlhausen served as Vice
President of Marketing and Sales
for Steiger, Inc., of Fargo, N.D.
prior to joining Portable Elevator
Division. Before that he spent over
14 years with Allis-Chalmers
Corporation.
He will manage all operations of
Portable Elevator Division.
Portable Elevator products are
manufactured in facilities at
Glencoe, Minnesota, Bloomington,
Illinois and Yazoo City, Mississippi
and marketed under the Glen
coe® , Amco® and Little Giant
brand names.
The firm also has named Merlin
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Computer program aids farmers
in equipment-purchase decisions
information-pricing, trade-in,
financing, taxes, and cash now
and puts it into one easy-to-carry
and easy-to-use package,” said
Rich Tworek, manager, dealer
standards and performance. CASS
programs work with several dif
ferent portable computer systems.
“Dealers can easily take CASS
along on a customer field call,” he
explained.
The dealer can select from a
series of computer programs that
will eventually cover the entire
Case International product Line.
These programs now cover Case
International 94-96 Series two
wheel-drive tractors, 94 Series
four-wheel-drive tractors, 84-200
Series tractors, combines, cotton
harvesting equipment, and
planters.
After choosing the subject
program, the customer selects an
area of interest, which could be
product, price, trade-in, financing,
A. Groenke Executive Vice
President.
Employed by Portable Elevator
Division since 1955, Mr. Groenke is
a member of the team which in
troduced the first Glencoe
minimum tillage tool to the
agricultural market in 1969, the
Soil Saver® . A holder of many
patents and an active member of
the American Society of
Agricultural Engineers, Mr.
Groenke was previously Vice
President and General Manager of
the Glencoe, Minnesota
manufacturing facility as well as
Director of Research and
Development for the Division.
His extensive experience in all
areas of operation solidly prepare
him for his new assignment.
READ
LANCASTER FARMING
FOR COMPLETE
AND UP-TO-DATE
MARKET REPORTS
cash flow or taxes. Then he
chooses the model or product he is
interested in purchasing from
those displayed on the CASS
screen. CASS will display data
about the particular product that
the customer has chosen. Graphics
are used to illustrate Case In
ternational product features.
CASS can also compare the
model performance, engine drive
train, hydrauhcs/hittii system,
cab/chassis, dimensions,
steering/brakes/PTO, all wheel
drive options and transmission
speeds of Case tractors with in
formation on comparable model
tractors of competing manufac
turers. Much of this comparison
information comes directly from
the Nebraska Tractor Tests.
CASS contains the Case In
ternational pricebook and can
build the price on a particular
model and options that the
customer requests.
CASS addresses the question of
trade-in value by listing factors
that affect the value of used farm
machinery. These factors include
such items as the hours of use,
general appearance, engine
condition, transmission,
hydraulics and tires. The dealer
then uses this information to make
an appraisal and determine a
trade-in value.
“Three very important sections
of CASS financing, tax and cash
flow are the hardest for
salespeople to understand and
explain,” said Tworek. Financing,
tax and cash flow matters can be
easily explained and understood by
customers and salespeople alike,
using CASS. The different finance
options available, including Case
financing plan, local bank of
Production Credit Association
financing and two or three dif
ferent forms of leasing options can
be calculated by the system. A
Les Minor, Case Power and Equipment store manager,
Sturtevant, Wise., answers a Racine-area farmer's question
using the new Computer Aided Sales System (CASS). The
system, which adapts to several kinds of portable computers,
provides complete information on selected models including
features, competitive comparison, pricing, trade-in, finan
cing, taxes and cash flow.
farmer can compare financing
options on an item-by-item basis
and then decide which is best for
him.
CASS helps answer questions
about the effect of a certain
financing plan on investment
credit, depreciation and interest
payments. CASS can also make a
cash flow projection to help the
farmer determine how his annual
costs would likely compare for the
new tractor versus the one he now
owns.
Dealers can give the customer a
complete computer printout which
is especially valuable for the
farmer to take to his accountant or
banker.
CASS is now being offered to all
Case International agricultural
equipment dealers.