Opinions & Columns

Business of Selling: Dealers' Sales Philosophy

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).
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Planning for Profits: The Link Between Sales & 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.
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Business of Selling: 2010 Wholegoods Results

A client of mine recently sent me a copy of the 2010 Cost of Doing Business Study compiled and published by the Southwestern Dealer Assn. This study has been around for years and provides an interesting look at how agricultural equipment dealers are faring by way of "industry wide"? averages.
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