The world has been shut down. Did you let that stop your business? Probably not!

If the customer is not paying cash, and you are not facilitating financing for them with a financial institution then you are carrying the credit choice for them! How do you manage that?

We interviewed three consultants to get their perspective on the challenges faced by shortline-only dealers. Here's what they had to say, in their own words.

In a modern, progressive and profitable equipment dealership, investment in the ongoing training of people is vital.

Last month we emphasized that the pace of change in technology and business processes requires continuous upgrading of employee skills to remain competitive. This month, we expand on the topic of training and focus on how best to drive the effectiveness of your training process to maximize return on your investment (ROI).

Whether it's from your manufacturer's demand for market share or machine population, or your need for more revenue, dealers continue to look for ways to boost sales. A good place to start selling more machinery is to look first at your parts and service departments. There is a strong link between sales coverage and better parts and service profitability - meaning better absorption.

Whether it's from your manufacturer's demand for market share or machine population, or your need for more revenue, dealers continue to look for ways to boost sales. A good place to start selling more machinery is to look first at your parts and service departments. There is a strong link between sales coverage and better parts and service profitability - meaning better absorption.