Unless the sales rep hired is a seasoned veteran and has covered that same area for years, they will not know the established customer base, the conquest accounts and what relationships need to be built or repaired.
Last month I started this series off by talking about where to find young talent. As discussed, there are several different places and ways to bring good, young talent from colleges and technical schools to the dealership.
In my last 3 articles, I laid out the expectations for a used equipment remarketing manager: check your emotions at the door, find data and their subsequent level of importance, and understand your area of responsibility.
In my last article, I wrote about the importance of using the used equipment/remarketing manager to understand the current market conditions and outside influencers. Below are the three functions of Pillar One, the Centralized Appraisal Process, that I find most important.
Casey Seymour discusses the first of three functions of a Centralized Appraisal Process: understanding the current state of the used equipment marketplace and the outside influencers that will effect it.
Casey Seymour has spent his entire career in used equipment remarketing at 3 different dealership groups, currently serving as the remarketing manager for 21st Century Equipment. He also operates Moving Iron LLC, which includes meetings, a longer format podcast series and other opportunities for remarketing managers. He can be reached at email@example.com
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