By Tom Paul, CEO of Pop Art. Inc., Guest Contributor Introduction In today’s fast-paced business environment, staying ahead in the competitive landscape requires sales teams to be equipped with the right tools and knowledge. Sales enablement, a strategic approach to provide resources and support to sales professionals, plays a crucial role in enhancing their productivity… Continue reading Empowering Equipment Distributors with Mobile Apps

The sweet sixteen that will make you more profitable and expand your market share.By Walter J. McDonald Equipment Dealers want and need to know how to improve service labor sales and profitability. Some say nothing seems to work very well.  I recently completed four consulting projects for equipment dealers and a series of five dealer… Continue reading 16 Powerful Tools To Build Your Aftermarket Business

Part 1:  DEAL Visibility or Awareness skills by Walter J. McDonald In this two-part article we will discuss essential machinery selling skills. Part 1 focuses on the skill set required to participate in a large percentage of the deals or potential sales in a machinery sales territory. Part 2 examines the skill set needed to… Continue reading Essential Machinery Selling Skills

When it comes to identifying leads, turning those leads into customers, and retaining those customers over the long term, there are certain strategies or tools that every dealer needs to put in place. Those strategies are identifying website visitors, regularly sending out emails, and conducting customer satisfaction surveys to understand where you need to improve… Continue reading Three Essential Tools for Dealers

1. Review the fill rate for each whole goods model your dealership sells. Where are your support problems? As part of its product development process, each manufacturer creates a “mortality list” of parts that could fail during the early life of the product. By reviewing this list of recommended spares, you can stock more of… Continue reading How to Improve Off-Shelf Parts Fill Rate

Text Highlights: Appendix Why I wrote this book The focus of this work is to examine the Best Industry Practices in Successful Key Account Management in today’s machinery dealership. Many dealer principals tell me they don’t feel as though their organization pays nearly enough attention to this challenge. Every dealership has a small number of… Continue reading Successful Key Account Management – Machinery Dealer Manager’s Handbook

A dealer VP of Aftermarket recently purchased my new 600-page Service Management—Machinery Dealer Manager’s Handbook. In my discussion with him, he stated his three priority issues were: Here are the recommendations I provided on how to address his three priority topics. Step one is to identify quantitative performance benchmarks of highly successful dealers for each of… Continue reading Utilizing Service Management Tools

It wasn’t long ago: Parts “managers” were super parts countermen, chasing down parts, answering phones, scrambling to help impatient technicians, servicing even more impatient counter customers, and trying to respond to their manager who wanted to know why the UPS shipments from last week had not been put away yet. Fortunately, today most dealer owners… Continue reading Parts Management: Accelerating Performance