Series: Aftermarket

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

Truly professional sales people would never consider entering the market place without a thorough knowledge and understanding of their competition.

Information provides the framework from which a dealer develops his strategy to increase aftermarket volume, profit and market share. Inadequate

More often than not perception can become reality. If we look and feel successful we will be successful! Years ago

Let’s make it as simple as possible. It is not brain-surgery, it is not rocket science! It is something that

The highly successful dealer principals, general managers and department managers learned long ago that to get tasks done they must

I just read a highly interesting article in Reuters written by James Kelleher about Caterpillar. Because there were some quotes

Over the past ten/fifteen years I have not been into one equipment dealership (farm, construction, outdoor power, industrial or lift

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

Typically, most of you would reply to that question with an answer such as: “You gotta be kidding me!” Most

The farmer will come to the dealer who services him best. It proves that in agriculture, loyalty to the dealer

Over the years we have written numerous articles dealing with reality within the equipment industry. At the start of a

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

According to Webster an opportunity is:  A favorable or advantageous circumstance or combination of circumstances, a chance for progress, profitability

While working with equipment dealers in all types of industries, we often witness what we refer to as a reactive

Successful equipment dealers discovered long ago that the employees in a dealership are the dealer’s most important assets! The successful

Over the years, we have discovered a single significant factor that differentiates a successful equipment dealer from an average equipment

Most equipment dealers today are selling what are called “mature products.” These products have been on the market for years

There is no “basic” that is more important to equipment dealers than recognizing that customers have a CHOICE! Failure to

Customer service (satisfaction) is an attitude displayed by every employee within the dealership. It is not a separate department within