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Lessiter

To The Point: A New-Era Hybrid Position?

By Mike Lessiter posted on June 9, 2018 | Posted in Best Practices, Department Management
As our small company grew and org charts were redefined, sales management was off-loaded from my plate last year to create more capacity for strategy and vision. And probably not unlike transitions at your dealerships, I work hard every day not to stick my nose back in. Michael Ellis, director of sales, is managing me through the weaning stage.
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Sponsored Content: Success in Shortline Machinery

Rationalizing Shortlines

August 14, 2017
As with any merger or acquisition, the rolled-up organization often finds a hodgepodge of shortline equipment. If those lines are not in conflict with the major-line's products, they almost assuredly will compete with another shortline product in the mix. In the first few weeks of the merger, Precision Equipment was already at work discussing shortline rationalization.
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Kunau Implement
Sponsored Content: Success in Shortline Machinery

A Case for Shortline Equipment

By Dave Kanicki posted on March 30, 2017
The major lines' push for brand-pure dealers has been grappled with for decades. For some, the debate comes down to a matter of loyalty, efficiency and economics. For others, having hands tied on being able to sell what the customer wants hinders both market penetration and encourages customers to shop elsewhere.
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Sponsored Content: Success in Shortline Machinery

Succeeding as a Shortline Dealer: The Ultimate Wake-Up Call

Based on the experience of shortline dealers across the country, being cancelled by a major doesn't have to be the death knell of your business.
By Dave Kanicki posted on January 25, 2016 | Posted in Manufacturer & Dealer Issues, Niche Equipment Markets
Based on the experience of shortline dealers across the country, being cancelled by a major doesn't have to be the death knell of your business.
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