The biggest reason is financing. Specifically, they were able to offer financing on products where some of their competitors were not. This I have been told by former Ford and White dealers. IH was hamstrung on this by the 1980's.
Minimal labor difficulties. IH's 1979-1980 strike was very devastating. IH missed a very big year in agricultural by not being able to fully supply demand. I remember dealers going all over the state here trying to find 1086's and reportedly some dealers were hoarding them. Lot's of horse trading in general and picking and choosing what sales to make based on availability of product. I am not saying IH would have made it through the 1980's unscathed w/o the strike but maybe it might have had more strength to negotiate a reorganization versus going hat in hand to JI Case. Some talk was had of combining with Ford as Ford needed market share as badly as Case did. I don't know how that would have worked out or if this was just an educated guess by some.
Timely introduction of products. 1) JD D 2) JD A 3) JD 4010 then 4020 4) 1970's intro of 1209 and 336-346 hay tools 5) JD 7000 planter 6) 4X50 row crop tractors There were other important product releases but I think these afore mentioned products were most important.
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