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Business of Selling: Replacing Non Performers

By Dr. Jim Weber posted on March 10, 2011 | Posted in Dealers on the Move
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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Dealership Minds

How Incentives Should Work

February 8, 2011 | Posted in Dealers on the Move
Birkey’s Farm Stores believes that rewarding performance should go beyond the sales department and should also go beyond being just another way to get paid. At least that’s the way Mark Foster, Ag Division manager sees it.
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Dealership Minds

Establishing 'Long-Term' Market Value

February 8, 2011 | Posted in Dealers on the Move
When customers see a dealer as a source of information, the perceived value of the dealer increases. Customers want a great price on equipment, but they also want the knowledge to support and stand behind that equipment.
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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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