Series: Aftermarket

After being in the equipment business for over 30 years it’s clear to me that customers have a myriad of

Do you ever feel like your dealership is predisposed to give things away?   I have felt this way from time

Last month I talked about how the needs and expectations of the customer should define the boundaries of good customer

In all of our dealerships there is a daily grind that for all intent and purposes is necessary and appropriate

NOTE FROM THE EDITOR: Today we say good-bye to a long-time friend and welcome a new Wholesaler columnist. As much

The term Buyer’s Remorse surfaced many years ago, by whom we do not know. What it refers to, we believe,

If you are an equipment dealer, you are probably thinking that this has to be the most stupid question you

For those equipment dealers who do a lot of reading or attend seminars covering their industries, it becomes apparent that

My name is John Walker and I am the eternal optimist. Right now times are starting to get tough and

This is an updated article we wrote to equipment dealers two years ago and we are rewriting it today for

I have been consulting with equipment dealers about their aftermarket or their product support sales and profit for 40+ years.

If you are reading this article I can feel comfortable in saying that in all likelihood you are in the

For years I have asked hundreds of equipment dealers, their department managers and many times individuals involved with the parts,

Throughout the last two centuries, we have all heard comments about man’s last remaining “frontier” . . .  outer space,

In writing this month’s article, I went back and researched articles I’ve written in the past years. The following article,

Creating and maintaining a superb shop appearance today is more important than it has ever been and particularly if you

Ten to fifteen years ago Tom Peters wrote the book “In Search of Excellence”, it was a popular and bestselling

Successful equipment dealers discovered long ago that their employees are the dealership’s most important assets. Successful dealers know that results

Customer service (satisfaction) is an attitude that must be displayed by every employee within the dealership. It is not a

Selling a piece of equipment should not be the only game in town for dealers and manufacturers. Over the years