With a growing equipment rental industry, and some great benefits for dealerships that offer equipment rentals, sales and marketing managers will have to develop and implement effective and appropriate strategies for connecting with renters and providing a high-quality rental experience. An ethical and efficient rental operation will keep customers coming back, increase your chances for referrals, and maximize the earning potential of the rental side of your business. To help accomplish this feat, today we’re breaking down 9 Best Practices for Dealers Renting Out Equipment!! Read More

The equipment rental segment is booming. With most contractors saying they plan to grow or maintain their rental use, the American Rental Association predicts the rental industry to reach $60 billion by 2020! This makes sense; after all, there are some major benefits for consumers, for whom rentals provide the affordability, simplicity, and flexibility to accomplish more jobs and grow their business. This is all great news for equipment dealers who stand to exponentially expand profitability through rentals, in both direct and indirect ways. That’s why today we’re exploring the Major Benefits for Dealers Who Rent Out Equipment!! Read More

Managers will often tell me about the “talent” and “potential” they see in an applicant or new hire. If that talent and potential work out, that’s great, but usually when I hear those words — especially when they’re combined to discuss “potential talent” — I start to worry. Potential suggests that person “could be” productive and successful one day, if only they receive the right industry and product education, or obtain the right list of targeted prospects, or learn the right sales skills. I don’t mean to sound negative, but there’s a lot of uncertainty in the word “potential.” That’s why, when a dealership’s general manager or commercial sales manager wants me to coach a new hire, or send them to one of our Ultimate Boot Camps, I first have to ask a number of questions. And those questions aren’t about their potential; I want to know about their actions. Read More

We’ve got some huge news to share: Equipment Trader is launching new reporting tools for dealers who sell their equipment through EquipmentTrader.com!!

This is a BIG DEAL. These reporting tools will provide dealers with a more advanced understanding of how buyers are interacting with their listings, how their inventory is performing, and how their inventory listings compare to competition in local and national markets, and more. Read More

Is there such a thing as a typical day for a commercial sales consultant? Maybe not, but there absolutely are certain priorities and actions that can make a day ideal for a dealership.

A commercial salesperson’s ideal day has its beginnings in the days and weeks beforehand, through a process known as “strategic planning”. A typical day that lacks previous planning means that we arrive to work unprepared to avoid distractions or to seize opportunities. An ideal day, however, is intentionally structured by focused and prepared dealers who consistently lay the groundwork for future success and create their own opportunities. Read More

We can’t quite figure out why some dealers do not include photos in their online listings.

Buyers are always going to want to know what a piece of equipment looks like before they buy it, and they deserve as much if they are going to spend a decent amount of money on a machine. But providing photos is not only a seller best-practice for ethical reasons, it’s also better for business. Read More

2018 has so far been a breakthrough year. Our commercial sales training program has had more telephone calls in the last two months from dealerships who suddenly want to get into commercial sales than in the last five years combined. Over the last few years, sales have hit records as an improving economy, rising wages, and low interest rates have driven consumers to invest in new machinery. Read More

There’s a reason Equipment Trader is the leading online marketplace for buying and selling equipment. Well, actually, there are a few reasons. Today we’re going to talk about one that really excites our dealers: the opportunity to optimize their inventory listings so that they can more quickly and efficiently connect with the buyers who are most likely to be interested and make a purchase. Keep reading to explore 4 Tips for Optimizing Inventory Listings!! Read More

Cranes are taking turns lifting gigantic rocks. Virtual reality headsets are transporting people to worksites around the world. Concrete trucks are spinning on the show room floor. Screens and signs are filled with fun, dynamic graphics. Business cards are exchanged for chances to win smart-tablets and gift-cards. And the Equipment Trader table is handing out our famous color-changing cups (yellow when warm, green when cold).

The scene of your typical trade show is pretty well known, but it also demonstrates a compelling and complicated paradox that we don’t always talk about, related to just how important the set-up of your booth really is. Read More

Recently, we’ve been talking about using referrals to gain appointments with prospects. In November, I wrote about “leverage” and how you can create influence over customers by building positive and productive relationships. This relational leverage is valuable because it gives dealers the ability to ask for important favors from customers, like referrals. Then, in December, we talked about how those referral calls typically go and why they work so well when engaging a prospect.

As we dive deeper into the process of gaining referrals, I want to mention a saying that I live by: “In a bad system, even a great salesperson will most likely fail. But in a great system, even an average salesperson will most likely succeed!” Our system to Gain Endless Referrals is called our “Vendor Referral Program.”  Here are the main focal points: Read More

There are many ways to develop leads and connections, from growing your networking leverage and building a sphere of influence to advertising through emerging technology and bold marketing strategies. Personable relationships and attention-grabbing campaigns are certainly effective and lead to a great deal of sales. However, these are only two parts of a strategic, connection-generating trifecta. What is this third, final piece of the puzzle? We’re glad you asked, because today we’re talking about Generating Leads Through Content Development!! Read More