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Articles Tagged with ''business of selling''

Dr. Jim Weber
Business of Selling

Establishing a Sales Department Climate

By Dr. Jim Weber posted on July 18, 2011
After eliminating non-performers and then assessing the dealership culture, the next step in developing a first rate, best-in-class sales department is to assess the existing sales department’s climate.
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Dr. Jim Weber
Business of Selling

Dealership Culture and Sales Performance

By Dr. Jim Weber posted on June 10, 2011
More than replacing non-performers or hiring overachievers, the success of the sales department is really a manifestation of the dealership culture that is in place and the psychological climate that permeates the department. Unlike other meaningful departmental benchmarks, however, dealership culture and sales department climate defy easy explanation and routine and repetitive calculation.
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Dr. Jim Weber
Business of Selling

Replacing Non-Performers: Part 2

By Dr. Jim Weber posted on April 8, 2011
Once the non performers have been identified as outlined in last months column, the next step in improving the overall efficacy of a sales department in a modern day equipment dealership is to replace those under-performing order takers with existing or potential field marketers.
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Dr. Jim Weber
Business of Selling

Replacing Non Performers

By Dr. Jim Weber posted on March 10, 2011
As the dark clouds of the gathering storm begin to overshadow the prevailing economic prosperity, equipment dealers would be wise and prudent to assess the long-term efficacy of their existing sales force. Rather than wait until the next market downturn, why not take this opportunity to get ahead of the economic curve and purge your sales staff of any and all malcontents and misanthropes?
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Dr. Jim Weber
Business of Selling

Record Farm Income and Impending Dealership Failure

By Dr. Jim Weber posted on February 8, 2011
When the final count for 2010 is complete, the amount of harvested corn could be an all time record; and at a minimum, the recent harvest should rank in the top five years of harvested corn with the other top five years coming from the preceding four years. With five years of record production, one would expect supplies to be high, and demand to be slowing. But just the opposite is occurring.
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Dr. Jim Weber
The Business of Selling

Sitting in the Dealership

By Dr. Jim Weber posted on December 23, 2010
In response to my first article in Farm Equipment, I received the following e-mail from a dealer that summarizes many of the trials and tribulations afflicting ag dealers and their sales management team in this time of prosperity.
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A&I Products

Since 1980, A&I Products has become a leading manufacturer and wholesale distributor of aftermarket replacement parts for the agricultural, turf, and industrial equipment markets. A&I Products' experience and expertise has greatly contributed to the company's reputation as a top supplier of quality, reasonably priced parts. Founded with roots as a small machine shop and repair facility, the company made the transition by manufacturing new parts to replace those that were identified as commonly needing repair. Throughout the 1980s, the company quickly garnered a reputation for offering quality parts at a reasonable price.

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Built on 90 years of expertise, Yetter Farm Equipment leads the agriculture industry in designing effective and innovative equipment for residue management, seedbed preparation, precision fertilizer placement, harvest attachments, strip-tillage, and more.
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At Machinery Scope, we believe you deserve the best risk management solutions for your investments in heavy equipment. Since 2013, we have been proud to offer extended warranty, appraisals, and inspections. Machinery Scope is a family-owned business built on our experience in farming and equipment dealerships. We understand your business and provide a personalized and professional level of customer service. Machinery Scope has built a strong warranty product with our customers in mind, offering the same professional level of service from the time you get a quote, through the processing of a claim.
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