Sales Bits: Growth Earned Through Struggle

Every meaningful season of growth is marked by challenge. In this Sales Bit, Denny reflects on the struggles, risks, and hard decisions that shaped Vermeer MidSouth’s territory—and the deeper lesson that progress is earned through perseverance, vision, and a commitment to serving customers well.

From Denny Vander Molen, President of Vermeer MidSouth and Founder and CEO of Jackson Endeavors

Successful businesses with zero struggles are unicorns. They do not exist. Lessons are learned, and as we look back, we are grateful for those lessons that come from struggle.

"If there is no struggle, there is no progress." Frederick Douglass was a social reformer, writer, and statesman.

As we entered Vermeer's distribution business, territory was a central theme in the discussions.

The standard practice at the manufacturer was that a dealership location would have a trade area, generally a reasonable distance from the dealership's front doors.

Arkansas was a challenge. The prior dealership was located in Little Rock. That meant that western counties belonged to Oklahoma, and southern counties belonged to Shreveport. The eastern counties belonged to Memphis, and the northern part of the state went to the state line.

As we negotiated the area of responsibility, we made it clear we wanted the entire state, from state line to state line. We won that argument, but there was no location in Arkansas, as Little Rock's ownership decided it was best to move to Memphis. He then proceeded to have a nervous breakdown. We came in and took away his problem. The year was 1987.

Within a couple of years, we were challenged by Vermeer and a neighboring dealership to take NW Arkansas to support their new Springfield MO location. What were we going to do without a location in Arkansas? Russellville became our location choice for the state. We saved NW Arkansas in 1989. The year was 2000 when the Springdale location became a reality.

The next challenge was soon after, with the proposed purchase of Middle and East Tennessee. With an SBA loan in hand, our company was deeply in debt, and my partner and his family moved to Nashville. Two additional stakeholders from Iowa joined our illustrious partnership of four. It was four for a short time, before it became a three-way partnership for 15-20 years, when retirement became an exit strategy for Harv and Mel. Middle and East Tennessee were the territories that ended our first partnership. That was 1992.

Louisiana was another challenge, as it bordered our Mississippi-Arkansas state lines. The dealership was failing to serve customers and failing to satisfy Vermeer in many ways. A proposal to Vermeer allowed us to take control of the Northern portion of the state while giving the failing dealership, Denham Springs-South, time to cure. They didn't and then sold out. The year was 2004 and Shreveport became one of the MidSouth locations.

Establishing a sustainable territory with growth and expansion prospects requires a lot of grit. A vision for delivering value to the customer that requires a determination that goes well beyond getting up in the morning and going to work. Collaboration, risk, struggle, humility, and a strong ego are essential, too. Like farming the land, we must have the real estate to work and grow.

Today, our territory is pretty much in place, with no unforeseen opportunities for expansion at this time. However, our product offering has grown expansively. Our customer base has grown perhaps 100 times. The opportunities in the markets we serve are formidable for those who want them.

When it comes to the customer, what added value can you provide?

Today, it isn't the borders that concern us but the depth of our service.

How deep are you willing to go for the customers we value?

Are you ready to take the next step?

"Enlarge the place of your tent, stretch your tent curtains wide, do not hold back; lengthen your cords, strengthen your stakes." Isaiah 54:2

Have a great sales week!

(Correction: Linda and I got married in 1981, not 2001)

Featured Image from November 18, 2025 Micro Enterprise Class & Pitch