Selling Implement Tires: What to Keep in Mind

What are the top things ag tire dealers should keep in mind when selling implement tires? And does this vary from application to application?

"When it comes to selling implement tires, tire dealers should consider how tractors and implements are being used and for which kind of applications – field work, transport operations, road use, etc. – as the right recommendation can significantly affect farmers’ productivity, fuel consumption, soil health and overall costs," says Dave Paulk, manager, field technical services, BKT USA Inc.

"Each application places different stressors on the tire. That’s why this should be considered above all. At the same time, dealers should consider what crops are being grown, if they are operating in wet conditions and if compaction is a concern. These factors will guide them in recommending the most suitable tire accordingly, for example, in the case of flotation or narrow ribbed tires.

"Secondly, implement tires are primarily load-carrying tires," says Paulk. "The load index and the speed rating should be checked in advance to make sure a tire is suitable for the farmer’s specific needs. Dealers should verify loaded axle weight, check transport and field load distribution, confirm the right ply rating and consider IF/VF technology for heavy load operations.

"It is important to highlight that radial implement tires are increasingly common because they can carry similar loads at lower pressures, offer a flatter footprint and can reduce soil compaction, desirable in many modern farming applications. On the other hand, bias tires are often the lower-cost option and can still be adequate for traditional workloads, light duty or older machinery."

According to Paulk, there are certain questions dealers should ask when trying to determine the best tire for each implement. "The dealer should determine what is currently being used and whether it’s working. There are instances where the equipment comes with bias tires for cost reasons, but radials would work much better due to lower failures. Also dealers should know what the tires will be used on, as in some cases, a FI tire will work much better than a standard I-1.

"Another key question to investigate is whether the tires are used on the road frequently, and the distance they have to travel between fields," he notes. "Last but not least, carrying duties are relevant to define if I-1s may be an option, but it’s important to consider that they don’t always work as well or wear as long on the road as the radials."

After-sale care is critical to ensuring end users optimize their implement tire investment, says Paulk. "After-sales care and follow-up are important to ensure a good return on investment, reduce long-term costs and maintain a strong dealer-farmer relationship. Farmers value reliable support after the sale almost as much as the quality of the tire itself. When a dealer or manufacturer follows up, answers questions and helps solve problems - especially during critical seasons - customers are more likely to buy from the same brand or dealer again.

"Follow-up after the sale is also important to ensure proper tire use and maintenance. This involves checking the tread, regularly inspecting inflation and wear, to achieve optimal performance, fuel efficiency, safety and tire longevity.

"Thirdly, dealers play a crucial role in instructing customers on proper inflation pressures, load capacities and seasonal or crop-specific advice," says Paulk. "Follow-up and after-sales support from dealers highlight their educational function in strengthening customer knowledge."