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Clarence Collister, territory manager for southwestern Missouri

Tue., Feb. 11, 2014 - 3 pm | Aaron Traffas, CAI, ATS, CES

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Aaron Traffas: Hello and welcome to Purple Wave’s Auction Podcast, my name is Aaron Traffas. This episode is another in our series of territory manager interviews, and today I’m speaking with Clarence Collister of Lake Ozark, Mo. Clarence is Purple Wave’s territory manager for south central and southwestern Missouri. Good morning, Clarence, and thanks for joining me this morning.

Clarence Collister: Good morning, Aaron. Thanks for having me.

AT: Clarence, tell me about yourself. Where did you grow up?

Clarence Collister

Clarence Collister

CC: Well, I was born and raised in Callaway County in the town of Fulton, which is the seat there for Callaway County. That’s where I grew up and went to high school and spent my childhood and my young adulthood.

What happened after hight school?

After high school, I tried my hand at college. I didn’t do really well and ended up spending four years in the Navy.

What did you do while you were there?

I was an aviation boatswain’s mate handler. We handled the firefighting duties on base stations and then also did the plane directing aboard the aircraft carriers.

After you left the Navy you entered the business sector. Tell me about those previous careers.

Well, after I got out of the Navy, I tried my hand at a couple of different sales jobs, those being selling radio advertising and insurance sales. I operated a small hog production farm. Then, I got into the equipment business with Case – a local dealer – and worked for them for about seven years. Then, after being with Case, I was with a Caterpillar dealership out of Kansas City for ten. It got bought out and another Caterpillar dealer bought them and I was with them for a year. I just really wasn’t quite a fit for the management of the new dealership. I didn’t fit in with them and they didn’t fit in with me and I decided to do something different and that’s how I came about to be with Purple Wave.

How did you first hear about us and how did you get the job?

Well, for being in the construction business for about 19 years, I guess, prior to joining Purple Wave, I had used and been on the website quite a bit looking for equipment values and seeing what was out there and who was buying and selling equipment. Purple Wave was a great resource for that. Then, I’m going to say probably about three years ago, I had the opportunity and the pleasure to meet Aaron McKee, one of the founders for Purple Wave, at a commissioners convention. I was very much impressed with his demeanor and character. When I started looking for work, I gave Aaron a call and he said submit a resume and they had an opening that came up about four months later and I interviewed and here I am.


Clarence serves southwestern Missouri

And there you are in Missouri. Describe the territory that you cover.

Well, I handle the southwest corner of Missouri, which is about 21 counties, basically running from Lake of the Ozarks down to the Arkansas line, which keeps me pretty busy.

Tell me what that means, exactly – keeping busy. What have you found your roles and responsibilities to be and what’s an average day look like for you?

Well, being a territory manager, my responsibilities are everything from actually getting in contact with the seller, making sure the pictures and the asset descriptions are complete and adequate, and then actually following that right through the sale. As a territory manager for Purple Wave, not only am I just interested in selling your equipment, but I’m also interested in making sure you get a good return for your equipment. That involves, a lot of times, calling bidders and reaching out to people that may be interested in your asset and getting them registered and getting them to bid on your item. The other thing that’s one of the nice things about working with Purple Wave is no day is exactly the same. Some days involve the data capture – taking the pictures and, like I said, listing and making sure the descriptions are accurate – and then the next day is kind of follow up after somebody sells with us, making sure that their load out goes smoothly and making sure that they’re happy with their auction results.

Well, we’re always after happy customers. Tell me about the response you’re seeing in your territory from your sellers and your bidders and your buyers.

The response to Purple Wave has been outstanding. The results we get are also outstanding. Purple Wave, in the auction industry, really has the reputation for hitting that market value. I think Purple Wave does that better than anybody else and the number of repeat customers that we get is really a testament to that fact.

Well, Clarence, you started with us last June, so you’ve got not quite a year with us. How are you liking it so far?

I love it. To be honest, they’ll have to run me off with a stick. I find the job very challenging and very rewarding.

Tell me about some of your personal interests when you’re not working. What kind of things do you like to do in your spare time?

Spare time? I don’t have a lot of it, but one of the things that I enjoy doing is I have a Harley-Davidson. I enjoy motorcycle riding. I started out on a Triumph when I was a young man. I actually bought it when I was in the Navy down in Florida and rode it back to Missouri. I enjoy getting out on my Harley and getting the wind in my face. I enjoy that. The other thing that – when I was a younger man, I hunted a lot. As I moved from Callaway County down to the Lake of the Ozarks I kind of got out of the hunting. Just about two years ago, my oldest daughter decided she wanted to take up deer hunting, so she and I have been deer hunting together the last two years. The first year we went, we weren’t able to harvest anything, but the last year we both harvested deer. It was pretty enjoyable.

I’ve been speaking with Clarence Collister, Purple Wave’s territory manager for southwestern Missouri. Thanks again, Clarence, for joining me today.

Well, Aaron, I appreciate you having me on. Thank you for your time.

Find Clarence on the web at Contact him at or call 573.434.0019.

Don’t forget to find us on Facebook at or follow us on Twitter at Subscribe to Purple Wave’s Auction Podcast on iTunes. Search iTunes for “Purple Wave” or use the link on the podcast page on our website at

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What a day

Mon., Feb. 10, 2014 - 11 am | Dave Sommers, AARE, PRI

The topic of last quarter’s newsletter was how Purple Wave shares a customer base with lenders and how we work together to the benefit of all. While writing, I was reminded of one of the craziest lender-related auction days I have ever experienced. The following story is true. The players are Purple Wave, three lenders and our mutual customers. It happened so long ago that it’s now safe to share and no longer irritating – it’s just funny. The names and specific geography have been omitted to protect the innocent and guilty.

It was a beautiful August morning in Kansas and I was driving north to Nebraska. A customer had called and wanted to list a late-model green combine. I had vetted the situation and knew I would be reaching out to a lender for consent and payout guidance. Yet I also knew the seller was pretty well-healed and a large land owner; there was no trouble on the horizon. I was feeling good and the trip was going well.

I also had a lender-owned boat selling that morning, and I was pulling over periodically to check the bid status. The recovery price would tell me how the conversation was going to go with the lender after the sale. To make a long story short, we marketed the heck out of that thing and the sale went well. The boat sold for more than $60,000 to a far western US buyer, and a quick conversation with the lender confirmed he was pleased. The day couldn’t have been going better at this point.

Then, my phone rang. A seller for whom we had recently listed an ag equipment package was yelling into his mobile phone, as the background noise was torturous. Some weeks prior, I had met with this seller and his lender in person. We had planned the sale, the asset listings were currently listed and marketing was going well.

There was more yelling, but with the background racket I struggled for clarity. I finally understood him to be insisting that we push the sale date out for one of his assets. When I asked why, he told me that the sheriff was chasing him, and closing in…as we spoke.

Befuddled, and not knowing where else to go in the conversation, I asked why he only mentioned the skid steer and not the other assets selling. It turns out the skid steer was his getaway vehicle.

Now please understand, the top end speed of this fine piece of collateral is about 6 mph. Yet he evidently chose wisely; he easily pushed through the barbed-wire fences encountered in the pastures chosen as his route, and temporarily evaded capture.

Folks, this is everything you want in a customer. He took the time, during a “high speed” chase, to let me know that we may have a possession issue for an asset coming to sale. Expectations had been set well. Though the law was closing in, he maintained his auction bearing in considering the lender’s collateral and Purple Wave’s reputation.

Not long after, the lender came to our rescue and retrieved the abandoned skid steer from the impound yard. He graciously held the asset at his place during the marketing and load-out period, going above and beyond in assisting our mutual customer.

It turns out all three of these sales landed well; one was just a bit more adventuresome and took some unconventional teamwork.

Thanks for reading; now go poke around

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Post by A

Trade shows for February 2014

Tue., Feb. 4, 2014 - 12 pm | Aaron Traffas, CAI, ATS, CES

We’ll be attending several ag and construction industry trade shows in February. Stop by and see us.

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Post by A

2014 winter sales rally

Tue., Feb. 4, 2014 - 11 am | Aaron Traffas, CAI, ATS, CES

Purple Wave’s 2014 winter sales rally was held in January at our Manhattan, Kan., headquarters. The two-day event featured continuing education for our territory managers and auction specialists.

Like last year, this event featured a set of awards given in several categories to members of the auction management team who have demonstrated excellence and exemplary performance in 2013.

2013 award recipients Bob McBride, York Hekel, Jerry Young and Michael Braun

2013 award recipients Bob McBride, York Hekel, Jerry Young and Michael Braun

2013 awards

Congratulations to Bob, York, Jerry, and Mike. We’re proud of our entire auction management team for the great job they did in 2013 and we all look forward to making 2014 a great year for our customers and our company.

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Trade shows for January 2014

Thu., Jan. 2, 2014 - 7 pm | Aaron Traffas, CAI, ATS, CES

We’ll be attending many trade shows in January. Be sure to stop by and see us.

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Patrick Crouch, ag industry specialist

Fri., Dec. 20, 2013 - 10 am | Aaron Traffas, CAI, ATS, CES

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Aaron Traffas: Hello and welcome to Purple Wave’s Auction Podcast, my name is Aaron Traffas. This episode is another in our series of employee interviews, and today I’m speaking with Patrick Crouch. Patrick is Purple Wave’s ag industry specialist. Good afternoon, Patrick, and thanks for joining me.

Patrick Crouch: Good afternoon, Aaron. Thank you for having me.

AT: Tell me about yourself. You come from a farm background. Where’d you grow up?

Patrick Crouch

Patrick Crouch

PC: Well, I grew up in a small town in northwest Missouri. The closest town to us was Turney, Mo., and I grew up on a diversified farm there. We had some row crops and livestock operations.

Tell me about your education.

I went to high school in Cameron, Mo. I was heavily involved in FFA there and I went to Oklahoma State University. I got my degree, a bachelor’s of science in agricultural economics.

What did you do after college?

Well, I had a couple of jobs before joining Purple Wave. Directly out of college, I went into the banking industry for three or four years, and then, after that, I went into the delivery business for about three years.

You joined Purple Wave in March 2010 and you’ve actually had several different positions within the company and worked from a couple of different states since that time. Tell me about those positions and what your responsibilities were in each one.

Well, I was hired as an auction specialist for the Missouri and Iowa territory. Which – I wasn’t necessarily confined to those two states – was anywhere from Wisconsin to Louisiana to out into West Texas, New Mexico and everywhere in between in that time. It was about a year long; I was doing contracts for other territory managers at that time, taking pictures, getting everything settled, doing descriptions online. After that, I accepted a position for territory manager for Oklahoma and Texas, and within that time, we’d hired some other territory managers in the Oklahoma and Texas area, so whenever I accepted my position for the ag industry specialist, my territory was mainly just western Oklahoma. That was dealing with customers all over Oklahoma and Texas, and then following up with western Oklahoma, doing deals with them out there.

Last July, so July of 2013, you accepted the position of ag industry specialist. Tell me what that means. Tell me about your role and your responsibilities and how the position differs from that of a territory manager.

The ag industry specialist position – there’s a lot more behind the scenes kind of stuff. I’m not out there meeting day in and day out, taking care of customers, buyers and sellers, as much. I still do a little bit, but not as much as I did as a territory manager. Some of the things that I do, I help with the education of territory managers and Purple Wave employees as far as the agricultural equipment and industry goes. I help with the assisting of territory managers and district managers with evaluations on equipment and also have some marketing duties with some of the ag-related auctions. A big thing that I do is check the website for consistency; it’s basically just some quality assurance there. Another thing is helping with the farm shows, attending them, making sure that we have the right territory managers in process with our trade show coordinator.

So it’s basically a supporting role. I would challenge your declaration that you’re not helping customers every day. You may not be interacting with them in person every day, but you’re absolutely providing support through the help that you give our territory managers and making sure that the listings for ag equipment are correct on our website. You mentioned that you help with evaluations. Talk, if you would, about what an evaluation means in this context.

An evaluation, as we see it, is not necessarily an appraisal. It’s just an estimate of what we’re seeing as far as trends go, where the seller can possibly expect a result, given a range as far as auction results.

So you’re going in and you’re using your knowledge of current events, as well as the history over the last several years of our sales and other used equipment sales, to generate a range of possible expected values for a package of equipment that a seller might have.

Yeah, it’s not only just our past results. Yeah, you’re taking into that consideration the time of year, what it is, where the dealers are selling them at, how many of them are sitting on the lots out there, what the wholesale values are on them. There are a lot of different things kind of going. I don’t have one single formula, but you just kind of go with it.

What are some other ways in which your role directly benefits our bidders, buyers and sellers?

I help provide resources for the territory managers as far as the news in the ag industry – trends that I’m seeing in the industry – as well as them just being able to just pick up the phone and call me and ask a question about something that they might not be familiar with.

You’ve been in the position here for a number of month so far. How are you liking the position?

I’m enjoying the position. It comes with its own challenges, but I am ready to face those and help Purple Wave and territory managers and every employee on this journey to become a trend setter in the online auctions.

As someone who has been with us for a while, since 2010, tell me how you’ve seen Purple Wave change in the last three years. What is different now than maybe when you came aboard?

Well, the main thing is Purple Wave not just changed in the size of the company – it’s basically doubled in the amount of employees since I started, which is pretty exciting to see – the company growing, hiring new employees and generating revenue, not only for the company but in the local economies where people are employed. Another thing, you know I think that the progressive thinking and focus for territory managers is another thing that I’ve seen grow and will go back to what I said earlier about Purple Wave becoming a leader in not only online auctions but just auction companies in general.

You mentioned a moment ago that one of the things you do is monitor the news, paying attention to what is happening in the ag equipment industry and as well as the market for ag equipment. What are some trends that you’re currently seeing in that ag equipment market as we are recording this now in the late fall of 2013.

Used equipment, in general, ag equipment, is on the rise. The main pusher of that rise in equipment costs is going to be the cost of new equipment. You know, every year the manufacturers and dealers, they’re not lowering their prices on new equipment, so the acquisition cost of used equipment typically rises with the cost of new equipment whenever it goes up.

You mentioned you get to attend quite a few farm trade shows throughout the year. What kind of interest are you seeing in Purple Wave and how familiar with Internet equipment auctions is the average farm trade show goer?

It’s a lot different than it was three years ago. Now, if they don’t know who Purple Wave is, then they at least know what online auction services are. I’ve seen that trend go up and our visibility – most people that we encounter at trade shows, farm shows, are more familiar with Purple Wave – more and more each and every time that we go out to one of these farm shows.

Patrick, tell me about some of your personal interests. What kinds of things do you like to do in your spare time?

I like to spend time with family and help out on the family farm when I get a chance, get an extra minute or two, as well as going to our Oklahoma State sporting events, whether it be football, basketball or baseball.

Go Pokes, huh?

Go Pokes.

I’ve been speaking with Patrick Crouch, Purple Wave’s ag industry specialist. Thanks again, Patrick, for joining me today.

Thank you.

Find Patrick on the web at Contact him at or call 405.314.8050.

Don’t forget to find us on Facebook at or follow us on Twitter at Subscribe to Purple Wave’s Auction Podcast on iTunes. Search iTunes for “Purple Wave” or use the link on the podcast page on our website at

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Trade shows for December 2013

Mon., Dec. 2, 2013 - 9 pm | Aaron Traffas, CAI, ATS, CES

We have a pretty full conference calendar in December. If you’re going to any of these events, and you’re a bidder, buyer or seller – or you have questions about becoming a customer – be sure to stop by our booths and visit with us.

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AJ Perisho new territory manager in Iowa, Illinois and Wisconsin

Mon., Nov. 25, 2013 - 1 pm | Aaron Traffas, CAI, ATS, CES

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Aaron Traffas: Hello and welcome to Purple Wave’s Auction Podcast, my name is Aaron Traffas. This episode is another in our series of territory manager interviews, and today I’m speaking with AJ Perisho of Moline, Ill. AJ is Purple Wave’s territory manager for eastern Iowa, northwestern Illinois and southwestern Wisconsin. Good morning, AJ, and thanks for joining me this morning.

AJ Perisho: Well thanks for having me, Aaron.

AT: Tell me about yourself. Where did you grow up?

AJ Perisho

AJ Perisho

AP: I actually grew up in the Quad Cities Area. So, the Quad Cities is comprised basically of Davenport and Bettendorf on the Iowa side of the river, and on the Illinois side, Rock Island and Moline would be the other two cities. So, the Mississippi River splits the states where I live there. When you’re from that Quad Cities Area, most of the time you either grew up on the Iowa side or you grew up on the Illinois side. I actually grew up on the Iowa side and then moved to the Illinois side, probably about 1997.

You have a couple different previous careers. Tell me how you got started in business.

Actually, my dad had his own business out in California, and I had made my way out that way as a young man, always thinking that California’d be a great place to live. Well, when you’re from the Midwest and all you’ve ever known is kind of the Midwest and winters and the four seasons that we have, you’re like living by the beach would sure be fun. So, I did that. I went out there and worked for my dad. I actually started out in the factory end of things helping assemble a machine that we made. It was a trailer-mounted aerial lift. After a while, he said, “Hey, would you ever consider trying sales for us?” I said, “I’ll try anything.” So, that was my first real entryway into what I would call – I don’t want to say the management side of business, but, you know, from the manufacturing side into more the business development side – learning sales. Probably, like most people, you don’t really learn sales from the company you work for. You kind of learn it by the seat of your pants out in the field. So, you learn a lot of product knowledge and that was kind of what I would say was my first entryway into sales when I was probably 23 or 24 at the time.

Part of your experiences is as a business owner. Tell me about that.

Probably my best experience after working for my dad and another company – I went to work for a local Cat dealer, and it was a great experience. It was something I always wanted to do. I look at selling that big iron as selling big toys for big boys. So, that was a lot of fun, but I always had a desire to – probably, I guess, a lot of people feel that I’d like to run my own business. There’s always that mystique, that oh, that look so cool when you see people making lots of money, but you don’t realize everything that goes into it. So, in 2005 I left the Cat dealer I was working for to start my own business and I did sales training, sales management training and business development for companies. Companies could be any size. Probably my core target market was those business with 50 employed or less. They probably had a sales force of anywhere from two to ten people, as kind of an average sized customer or average customer I did business with. I ended up doing some business with some bigger companies also that had 50 plus salespeople, so I got a lot of cool experience. In that role as that sales trainer, I really would get in depth. The sales training that I did wasn’t usually that one day, show up, do a seminar, try and get people motivated and jump back out in the field. The sales training I did was usually conducted over an extended time period. Probably the shortest time I’d want to work with a company would be a six month period, and, ideally, I had year plus relationships with most companies. I bet you on average I probably averaged anywhere from two to three years, on average, with a company, working with their sales people and, depending on the company – if they had turnover in their sales force, or what was going on, if they were kind of growing or just trying to survive – that dictated a little bit about what we did. I would usually teach them the basic system that I was a franchise owner of at the time. I won’t even mention the company, but there’s only one company out there that did that – that sold franchises for sales training, so it’s not too hard to find. It was a great company. I just kind of fell out of love with the whole franchise system. I didn’t really care for that model – I mean, it is what it is. I really loved the sales methodology. I taught people and it was really neat to see the growth and development of these people. Like I mentioned, you don’t really learn to sell from the company you work for. I have never come across a company yet that had a real good sales training program. What most people think of their training program is they’re teaching people which buttons to push and features and benefits of their machinery and why theirs is better than the competition, but they’re not really teaching you a process of how do I go out in the field and meet the right prospects to convert that prospect into a client. The reason I say client versus customer is because – I’m trying to remember who said it. I’d give credit if I could think of it offhand, but we define the client as somebody under your care, guidance and protection, whereas I look at as customer as just kind of a one-time, hey, I went into Walmart and I bought some paper towels. You may go to Walmart again, but they’re there because they’re the low price leader. They’re not there holding your hand, walking you and helping you figure out and make the best decision on that purchase. The companies I worked best with actually had clients that they did business with on a continuous basis. So, when you learned a good process to not only help that client discover if there was a good fit between the things that you offered and were good at and what they were looking for to kind of, what I would say, alleviate their pain, their frustrations, maybe, that they were running into as it related to your product or service – those were clients that I could really hit home runs with and really help them move that business to the next level. So, I had a lot of fun doing it and it was a great experience.

How did you end up hearing about Purple Wave and what was it that made you want to go from sales instruction to sales execution?

Well, as a sales trainer, there was nothing that was ever given to me. You practice your craft. People don’t go shopping for sales training, so you have to do some hard-core prospecting and cold calling. So, let’s see. It was, I guess about June of 2013, this year, that I got a message via LinkedIn and it was from Jason Moore, the Purple Wave human resources director. He had just put a message out there, I don’t know, because maybe my background, to see if I knew anybody that might be a good fit for a territory manager role. So I just started asking him some questions. “Hey, what are you looking for? Is it a full-time gig? Is it part time? What kind of background do you want them to have?” I got to thinking, because I had stopped the ownership of my franchise in 2010. I had continued – I had evolved my business a little bit to keep doing what I was doing to a certain degree. I just kind of changed up and added some marketing stuff. I’d grown a little disenchanted and I’d been kicking around the idea in the back of my head that you know, maybe I should get back and go to work for a company again. You know, the timing worked out and I asked Jason, I emailed him back or sent him a text back probably, I don’t know, a couple weeks after he approached me and I said, “Hey, would you be interested in talking to me about this position?” He said, “Sure. Let’s set up a time to talk.” One thing led to another. I talked to Jason and I talked to Andy – who would be my boss that covers our district that I’m in. The next step beyond that was to go down to Manhattan, Kan., and meet all the management team down there and, you know, go through that process. I really liked everybody. The way I like to operate – hey, I tell you something, I do it. There didn’t seem to be any agenda with people. It didn’t seem like people were trying to position themselves politically. Sometimes I think in big companies people play politics to try and move up the corporate chain. We’re a pretty flat organization, so I really like that. I like that small company mindset, even though as we grow we become bigger. There’s still that mindset of hey, we’re going to work hard, we’re going to do the things we say – those founding principles that Purple Wave is built on. They really do what they say they’re going to do. I heard good things about the company from talking to some different customers Purple Wave had done business with. I think that’s always a key thing. The company always wants to say great things about themselves – and we all do. We’re all politicians to a certain degree, promoting ourselves. But when you talk to a customer or client that’s doing business with them, that’s where you’re going to hear the real meat. “Tell me about your experience. What was it like doing business? Is there anything that they could have done better or that went wrong?” You’re never going to make 100 percent of the people happy. That’s not even a realistic goal. But, I think to treat everybody fair, to do the best you can for each person – that’s what’s going to keep that company moving forward, doing a good job, growing. Everything worked out well. I liked the people, they seemed to like me and the next thing you know, I’m working for Purple Wave.

You’ve got a few months under your belt so far. Tell me about your role and responsibilities. What’s an average day for you?

AJ's territory

AJ’s territory

Well, an average day – we have pretty big territories. As far as a territory manager for Purple Wave – I’d have to go back and count, but I’d roughly about say 36 counties or so. Basically, I cover eastern Iowa, which consists, I think, of 25 counties in Iowa – kind of that far eastern tier of Iowa, probably as far west as about Iowa City, just past, and then almost – I hate to say a straight line – kind of a line going straight up the state and straight down, then, I would say that first tier of counties into Illinois, from about the Wisconsin border to the bottom of where the Iowa border would stop into the Illinois territory, and then five counties in that southwest corner of Wisconsin. So, basically, it’s a pretty untapped territory. The territory manager they had before was trying to cover the whole state of Iowa, which is just going to be impossible. It’s 99 counties. You know, 30 counties is a ton of counties to get out and see everybody that could benefit from doing business with Purple Wave. At the moment, I feel like I go out and do a lot of what I say – introducing myself, getting exposure for the company, seeing if I can meet the right people. With my background, with contractors, that’s my first area of comfort. Contractors are usually easier to find. Most of them have a shop. They have their equipment labeled with their company name so you can see stuff. It’s a little easier to find contractors. I find it a little more challenging on the ag side. Farmers are a little more – I don’t know if “discreet” would be the right word, but they usually do not have a logo on their equipment, they don’t have their shops marked well with ABC Farms, or something like that. You’ll see farms that you know is a farm, but absolutely nothing to tell you who would be there, unless you want to reverse-engineer all that, which gets to be a long process. But, on a daily basis, getting out, getting in front of people – you know, there’s a small cluster of people that have done some business with Purple Wave in this area. Keeping myself in front of those accounts, I basically like to see those top clients that I would say – or even those top prospects that I think would be good clients for Purple Wave and that we could do a good job with – if I can get in front of those people every one to two months and just at least give them some information and kind of keep making them aware – I always told people, I said, “Over a certain amount of time, you can probably get to do business with the majority of people you go after.” The challenge is that you don’t know how many exposures or contacts or touches that that specific company will need before they basically let down that wall and say, “You know, hey, this guy’s been dropping off a lot of information for us. Let’s talk to him.” If they have equipment, they’re moving it somehow. I think the majority of contractors typically trade their equipment in to the equipment dealer when they buy new stuff. I’m not saying that’s 100 percent, but that’s kind of the old school mentality or the way they’ve always done it, so they continue to do that. The one thing I see where Purple Wave can really help these people is, from what I’ve seen, in general, we usually get that person more money on the open market than they’re going to get trading it in. The goal of the dealer, of course, is to make money, so I’m going to give you wholesale cost so I can sell it at retail is the dealer’s methodology there. As I look at Purple Wave, I think we are evolving the way people traditionally move their equipment or manage their inventory. So, instead of me having to trade my piece of equipment in, the power of the Internet – which we have done a great job of utilizing – is going to change the way that these guys start thinking about hey, I don’t really have to sell this or trade this back in to the dealer and take a 30 percent hit on what I think I should get for this thing. I think with Purple Wave we’ve done a great job of shifting that marketplace to using the power of the Internet to get that person probably – I would say at least 20 percent more than the dealer is offering him. You know, again, I don’t have an exact figure and it’s going to vary from piece to piece, but, on average, we’re going to get that person more. So, we are really working to the benefit of that end user by putting more money in their pocket at the end of the day. So, yes, we do some business with dealers, and that’s all well and good, but they’re not going to be our first line of clients because if they end up selling with us, something probably went wrong on their end. Their goal is to sell stuff to that end user, much the same as our goal is. We want to sell stuff to that end user that’s going to use that piece of equipment. Yeah, we have a wide variety of people, but I would say the biggest portion of what I’ve seen of people that I’ve seen of people that buy from Purple Wave are the same people that would sell on Purple Wave. So, I really think that, yes, we are an auction company, but, man, we are evolving what an auction should even be thought of. You know, auction – I used to think, okay, that’s kind of the last resort. Well, I really believe that, over the next couple of years, we’re going to be seen as the first resort. Hey, lets go to Purple Wave. Let’s use Purple Wave. These guys have a process that are really making things happen. Traditional auction just sees how many people show up at an event and we’re going to give your piece two minutes. Well, with our process, we’re giving them 30 days and we’re getting exposure. We’ve got people behind the scenes marketing that piece, pushing that piece, making phone calls, shooting emails – letting people know, “Hey, take a peek at this. This is a nice piece of equipment.” So we’re doing the same kind of things that a dealer’s sales force would, but probably more effectively because we’re not only leveraging the power of those phone calls and the Internet, but, I mean, we’re just taking all that and wrapping it up into a package that is, in my view, very powerful. So that was one of the things that made me even want to go to work for Purple Wave because I really looked at them and said, “These guys are on that cutting edge of that next way that equipment will start to be definitely sold.” What I’m seeing is people, as we get better equipment that we’re selling – newer stuff – the people buying it – you know, it’s really changing the way they think about getting equipment, too. Yes, we’re getting close to those retail numbers but still offering pretty impressive value, so they can actually save a couple bucks versus what a dealer is traditionally going to probably want to get out of that same piece. So, I think that Purple Wave is really evolving that whole way that equipment is being bought and sold.

Well, AJ, as I mentioned, you’ve been on the job for a couple months now. How has the reception been from customers in your territory now that it’s yours? What kind of response have you been seeing?

You know, it really varies. Man, I’ve had some people that will jump on board right away, and they give you a shot, they like how you do a good job for them. I think one thing that’s always helped me is when you and I start doing business, I’m going to treat you like a VIP. You make a call to me – if I can’t answer that call, I tell you what, I’m going to have that phone dial back here in the next couple minutes. So, I know the speed that contractors need to move and make decisions, so I’m very, very sensitive to being in that real timely manner of getting back to people. If you need an answer on something, I’m on it. You know, I can probably get that answer in five minutes and be back to you. So, for those people that have got my foot in the door with early, it’s been a great experience. You know, there’s other people – it’s hard to get in front of people, and the timing of me getting into this – a lot of the contractors are really finishing up their seasons, so they’ve been tied up. They’ve been busy, which is fine. I understand that. I really look forward to probably the next couple months even though it’s going to be cold. There’s going to be snow on the ground, but that will also give these contractors a little bit of time, you know, to kind of catch their breath, and it will give me a chance to hopefully put my face in front of them and just, you know, learn a little bit more about their business. What challenges are they facing as it comes to moving equipment? Do they have any frustrations as it relates to, you know, I get sick of trading my stuff in because I feel like I take a hit every time. You know, it’s always worth more when I buy it and it’s never worth as much when I trade it in. So, learning some of those frustrations and just saying, “Hey, give us a shot. Let us see if we can help alleviate some of those for you.” You know, and if we can – if we can be a good fit for some of those pains and issues that they have when it comes to selling their equipment, great. If the timing’s not right and they don’t have any real frustrations and they like the process they’re using, no problem. “You know, if anything ever changes, you get frustrated, keep me in mind.”

How are you liking the job so far?

I like it. You know, I like being around equipment. One thing I really like about the job is when you’re working for a specific dealership or manufacturer, say a John Deere or a Cat, you become known as the Cat guy. So I was always the Cat guy when I worked for the Cat dealership and, while I love that, the reality is that yes, you may be the biggest manufacturer of equipment, but you may not always have the best piece of equipment. You know, there’s times when you may be in a specific segment size that the competitor has a really good piece of equipment. The other challenge is with – was with Cat, is you’re never going to be low price. You still sell a lot of stuff because you’re Cat. I like having that I don’t have to wear a specific manufacturer’s hat. My goal is going to be to help you get the most money out of that piece. I really feel like I’m really on helping that customer versus trying to promote an agenda for a specific manufacturer. I’m not saying anything bad about them. I think all the manufacturers do a good job, but it’s kind of fun not having to have just one hat of a manufacturer on your head. You can kind of be the go-to guy regardless of what equipment these people are using. So I don’t have any preconceived notions like, “Oh, this guy’s always using Deere. The chances of me getting a deal with him as the Cat guy is going to be slim. I’m not saying it can’t happen, but it’s just going to be slim. Whereas now, I don’t care what kind of equipment you have. Yes, some equipment is definitely going to bring better money just because the way the marketplace perceives it, but, you know, it doesn’t matter to me, really.

Tell me some of your personal interests. What do you like to do in your spare time?

Well, that’s drastically changed here in this past year. Back in January, I had a partial knee replacement and, for whatever reason, I ended up with a stress fracture in it. So, for most of the year I’ve been hobbled. As time wore on, it got worse. Finally, about probably six or seven weeks ago, I had a new X-ray and the implant I had put in back in January totally collapsed. So at least it gave me an idea why I was experiencing so much pain. Unfortunately, I couldn’t go and get that surgery done right away like they wanted to because I was coaching my son’s football team and I didn’t have anybody else to take over the coaching. So, I had to wait until the season was over before I could have my surgery. So, two weeks ago I had a total replacement done, so I basically have been rehabbing myself over the last couple weeks. But prior to that, I was always an enthusiast in working out and sports and fitness and stuff. I’ve competed in a lot of endurance events. I did an Ironman triathlon in 2009. Before that I had done power lifting, but now because of this knee issue, I’ve had to drastically change the activities I used to love. There’ll be no more running. I can probably still do some biking as this thing heals up. I haven’t swam  for about two years now. I was doing some CrossFit in the previous year. I can’t do much of that anymore because I can’t do any jumping or running, and that kind of limits me. So, my new habits are coaching my kids, helping my kids kind of hit their goals. I have a boy and a girl. My boy is 11 and my girl is 14. My son really loves football, so helping him evolve into kind of that ideal football playing athlete, teaching them how to lift and get in good shape has become my new goals while also still trying to maintain any semblance of fitness. I’ll never hit my previous highs. When you kind of hit a peak or pinnacle of fitness – when you’ve done an Ironman or when you’ve been CrossFitting for a year plus, you’re in pretty good shape, so I’ve had to resign myself that I’m just an old man now. I’m no longer that young guy. I’ll spend time with my wife and help her hit her goals. She still is pretty active. In fact in 2011, she did the same Ironman that I had done in Louisville, Ken., so now we have a house full of Ironman triathletes.

I’ve been speaking with AJ Perisho, Purple Wave’s territory manager for eastern Iowa, northwestern Illinois and southwestern Wisconsin. Thanks again, AJ, for joining me today.

Thank you for having me.

Find AJ on the web at – that’s A J P E R I S H O. Contact him at or call 563.508.5968.

Don’t forget to find us on Facebook at or follow us on Twitter at Subscribe to Purple Wave’s Auction Podcast on iTunes. Search iTunes for “Purple Wave” or use the link on the podcast page on our website at

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Post by L

New watchlist feature allows item tracking

Mon., Nov. 25, 2013 - 2 am | Lucas Thornton

For as long as any of us can remember, the ability to track items without bidding on them has been one of the most frequently requested features for We’ve just released an update that allows anyone with an account to monitor any item before and after it sells.

Items now have watchlist linksOur new watchlist feature is simple. When you see an item you want to monitor, click the add to watchlist link. Once an item is listed in your watchlist, you can remove it by clicking remove from watchlist.


Link to watchlist appears at top of page after login

When you’re logged in to, you’ll be able to quickly access your watchlist from any page by using the link at the top of the page. The watchlist page displays all items in your watchlist from all upcoming auctions, as well as watched items in past auctions for up to seven days after the auction closes. After seven days, items are retired from the watchlists. In addition to items you’ve specifically added to your watchlist, the upcoming auctions section of your watchlist page also shows items on which you’ve placed bids, so you have one easy place to monitor all the items in which you’re interested for all upcoming events.

We’ve also created a notification system for the watchlists. On the day an auction is closing that contains items from your watchlist, you’ll receive an email reminder that those items will soon be selling. Also, when you’re logged in to the site and something on your watchlist changes price, you’ll be notified by the site itself.


Link to watchlist added to right sidebar

In addition to the link at the top of all pages, there is also a new watching link in the account summary block in the right sidebar of our home page for logged-in users. This complements the existing functions of bidding, watching, selling and sold where our customers can view selections of items based on their activities.

We’re always working towards making our website easier to use, and we welcome comments and suggestions at



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Post by A

Manage ag equipment in less time with Purple Wave’s Internet auctions

Tue., Nov. 19, 2013 - 12 pm | Aaron Traffas, CAI, ATS, CES

Ag Equip ArtVERT copyInternet auctions of ag equipment are growing in popularity. They can allow producers to make more informed purchasing decisions as well as more convenient sales that frequently result in fairer prices than traditional in-person auction events. Not all Internet auctions are created equally, nor are the companies that conduct them. Let’s look at some considerations when choosing to buy or sell at auction.

Reduced time demand of Internet auctions
Producers no longer have the time to spend hours traveling to auctions and waiting in hopes of making a purchase. Time is a valuable resource, and there are better ways to spend it than waiting at an auction. Some in-person auctions offer Internet bidding, but that option only changes where the bidders wait – instead of waiting for each item to sell at the auction location, the bidders wait at home in front of their computers waiting for each item to sell, costing them essentially the same amount of time.

Purple Wave’s Internet auctions don’t have an in-person component, and any bids placed at the last minute cause the bidding to be extended to give everyone a fair chance to bid. With no advantage to waiting to bid until the last minute as each item sells, bidders can place all bids at once and get back to managing their businesses.

Holding and transportation costs
Smart farm managers know that it’s important to keep only the right equipment on the farm. Older machinery or machinery that’s not the right fit for the operation ties up capital that would be better utilized purchasing more appropriate equipment. However, sellers of ag equipment know that moving pieces of machinery can be time consuming and arduous. The period between when the decision to sell is made until the cash is in hand can be long and filled with hassles including negotiations and transportation. Trading equipment in with a dealership often involves accepting a lesser price than it’s worth at private sale, but traditional in-person auctions require waiting until the auctioneer has enough volume for an auction and then incurring transportation costs of moving the equipment to the auction location. This transportation is sometimes in the opposite direction of the eventual buyer, causing the purchase price to be further depressed by the cost to transport it back.

Purple Wave’s Internet auctions are scheduled on a regular basis. We have not only two large ag auctions each month but several auctions each week of varying types of equipment in many regions of the country. Producers wanting to work with dealerships can work with Purple Wave to leverage the auction proceeds as the trade in value of the equipment. There are no transportation costs, as the buyers pick up the equipment directly from the sellers. Our auctions are frequent and our buyers are legion, so deciding to sell with Purple Wave means a comparably quick transaction and a recovery that isn’t depressed by transportation costs.

Full service and trust
Internet auction firms are very different, not only in the way they conduct their auctions but also in the level of service and transparency they offer. Some companies simply provide a platform, forcing bidders and sellers to work out their problems directly. Some companies accept reserves or allow the sellers to bid, reducing transparency and sacrificing the trust of their bidding community. Some self-service companies shift the burden of listing the equipment to the sellers.

Purple Wave has been conducting Internet auctions for over 10 years. We’ve learned that the more information we provide through detailed descriptions and high resolution photography, the easier it is for our bidders to make more informed purchasing decisions. We’ve learned that making a customer service team available during and after the transactions allows our buyers to trust that we don’t walk away as soon as the item is sold. We’ve learned that when our auction professionals build personal relationships with our sellers by photographing and listing the equipment, it eliminates the stress and distrust inherent in dealings with self-service or otherwise less-than-full-service auction firms.

Purple Wave’s auctions are a straightforward and simple farm management tool that allows producers to make more informed equipment management decisions in less time and with greater trust and convenience. Take a look at our upcoming auctions and view our past auction results, always available to everyone at

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