Is your dealership prepared to take on the electrification market shift?
As we enter the second quarter of 2025, the material handling industry continues to see the trend toward electrification and sustainability initiatives. While regulatory pressures have fluctuated, more end-users want to transition their forklift fleets to electric models over internal combustion engine (ICE) units. This shift is not confined to one region—it is reshaping fleet policies and dealership strategies nationwide as companies...
New Year actionable and proactive strategies that drive growth
Another January is upon us, and with it comes the opportunity to reflect on the year behind us and set our sights on what’s ahead. Cheers to the New Year! I hope that as you read this, your business and personal successes in 2024 have set a strong foundation for an even better 2025. Each January, we find ourselves looking at the challenges and opportunities facing our industry, and this year is no different. At the heart of it all,...
Isn’t it time to differentiate equipment and parts sales?
In one of my past editions, I shared that dealers sometimes struggle to differentiate the role of an equipment sales rep and the role of a customer service sales representative. Too often, I see these positions rolled up into one function, and I believe these roles should always be separate functions and separate salespersons. Where an equipment salesperson’s objectives are the targeting and identifying of new equipment...
Dealers: It’s time to up your Aftermarket strategy, not overlook it
During my recent travels and meetings with industry colleagues, dealers, and OEMs, many discussions took place exploring the dynamics and progress of the first half of this calendar year. A significant takeaway from these discussions is while the intense competition for talented workforce and skilled labor continues to be a trend in our industry, there is also a notable influx of new talent stepping into crucial roles within these...
Is your dealership too busy selling hats to each other?
In April’s edition, I wrote about the topic of data-driven decision-making. In one instance, I discussed how most dealerships I visit live with silos of data that do not integrate with each other. The topic of data silos and departmental silos resonated with some of my industry colleagues, so I felt compelled to make it a topic for this month’s article. For your business, success hinges not only on the quality of products and...
Is your dealership embracing technology?
I recently attended MODEX 2024, and this year’s show was highly anticipated by professionals across our industry. Automation, robotics, software solutions, artificial intelligence, and more were all on display providing a glimpse into the future of our industry. With connected smart automation solutions aimed at streaming supply chain operations it made me think of different areas where a lift truck dealership could streamline their...
Service and part departments need to track their KPIs to achieve growth
As we are well into the first quarter of 2024, the subject of labor shortages continues to be a trend across our industry. Dealers that I talk to stress that the growth of their service and parts departments’ revenue continues to be impacted by the shortage of skilled forklift technicians. The topic of attracting, hiring, and retaining technicians continues to be a hot topic, however, in this month’s column, I will focus on...
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