Opinions & Columns

Business of Selling: Dealership Culture and Sales Performance

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.
Read More

From the Desk of Dave Kanicki: A Lot of Room to Grow for Farmers and Dealers

I’m not sure if no-till farmers are any different than growers who utilize conventional tillage practices. But assuming most farmers are pointed in the same direction when it comes to using precision farming technologies, dealers should recognize that there’s still a lot of room for growers to grow. Which means there’s a lot of room for dealers to grow sales.
Read More

Business of Selling: Replacing Non Performers Part 2

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.
Read More

Top Articles

Current Issue

Cover_FE_0119.jpg

Farm Equipment

Dealing with Their Dealers: 4 of the Big 5 OEMs Discuss the Top Priorities for Their Dealer Network

View More

Must Read Free Eguides

Download these helpful knowledge building tools

View More
Top Directory Listings