Increase service department sales by training topics
I recently met with a customer discussing their service technician opportunities and while we were talking about this, we also touched on service technician training topics to help drive additional parts and service revenue. They were specifically looking into ways for their service technicians to quote and upsell additional service and parts opportunities when on a service call or routine PM service. Since it was June and National...
Time to balance out your dealer operations to lessen employee fatigue and low morale
I recently attended the MHEDA’s Annual Convention and Exhibitor Showcase and as always, came home with some great takeaways and new industry connections. The theme of this year’s convention was ‘The Human Factor’, which is the topic at the heart of every organization. One topic specifically addressed employee burnout. As one of the 2023 MHEDA material handling business trends states: ‘Some employees are experiencing worker fatigue...
Stressing safety and safety related services to your customers is good business
With this month’s issue we are putting the spotlight on safety, it is a good time to discuss some products, accessories, and services that can be a part of a dealership’s aftermarket offering. Additionally, discuss how Customer Service Sales Reps, Parts Professionals, and Service Technicians can all drive the sales of said products and services. In my last article, I talked about dedicated customer service sales reps will allow your...
Taking a page from the video game industry to generate reoccurring revenue
If you play video games or have children that play modern-day video games, without even thinking about it, you are familiar with the video game industry’s revenue model. You are especially familiar if you are the one footing the bill for your or your children’s video game play. The old-fashioned business model for gaming has been the console model. Video game console manufacturers sell their gaming consoles usually at cost or very...
Customer experience
When I started writing for Material Handling Wholesaler, I originally assumed the reader audience would be only those that have been in the material handling industry for many years like myself. However, what I did not think about was the new and younger workers entering our industry along with the workers that have recently pivoted to our industry for the first time. A mentor of mine once told me, ‘Be a student of the industry,’ so...
Competition for talent
As you are reading this month’s edition, many of you are most likely planning to attend ProMat 2023 at the end of the month. I know I am eagerly looking forward to catching up with industry colleagues, suppliers, OEMs, and distributors. It is my assumption that attendance will be at record levels as was with MODEX 2022 where that show saw a 20% increase in attendance to its 2018 show. I know attendees will be looking forward to...
Whose customer is it anyway
Electrification in the material handling industry, electrified equipment, and fleets, are not just ‘buzz’ words anymore as much as they are business trends within our industry. As we continue to see this increasing trend of electrification of forklift fleets across our industry, many dealers and independent service providers are embracing this as part of their business strategy. They must also understand and be educated on...
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