5 Tips for Lowering Construction Costs During COVID-19

The coronavirus pandemic has disrupted businesses across all sectors. One industry that really felt the impact of the pandemic was the construction industry. Projects across the country were abruptly brought to a halt. Limited work exemptions and mandatory restrictions further created challenges.

These will continue to impact construction for several months until the pandemic comes under control. The following tips can help you overcome the cost challenges that your projects might face. Continue reading “5 Tips for Lowering Construction Costs During COVID-19”

What You Need to Know about Shipping Heavy Equipment

On a jobsite, heavy equipment can be exceptionally useful, but transporting big machinery to and from the worksite can be difficult. Especially if you want your equipment shipped right — and safely — there are a number of factors to consider before transporting your machinery. Here’s what you need to know about shipping heavy equipment:  Continue reading “What You Need to Know about Shipping Heavy Equipment”

7 Tips for Maximizing Your Trade Show Attendance

It can be funny to see how over-the-top comic-book fans can be at events like Comic-Con, but then you realize people can be just as passionate about attending certain events in the heavy equipment industry. Okay, most of us don’t show up in costume, but trade shows, expos, and conventions are still a huge deal.

Trade shows are a unique opportunity to be surrounded by professionals and other individuals in your field, where conversations about work are easy and don’t require lengthy explanations about industry terms. This makes industry events fantastic opportunities to make connections, find that product that will take your business to the next level, and of course, compete with your colleagues for who can find the best giveaways.

Of course, convention and expo attendance that is truly successful requires some level of strategic planning. Below are our tips for maximizing your trade show attendance: Continue reading “7 Tips for Maximizing Your Trade Show Attendance”

Debunking 6 Myths about Equipment Sales

Debunking 6 Myths about Equipment Sales

One of Equipment Trader’s™ frequent partners – Commercial Truck Training – helps dealers develop commercial inventory departments from scratch. Yet too often, after their team leaves, the dealership’s top management stops following their expert advice and institutes new systems based on faulty assumptions about the equipment industry. These mistakes are classic cases of “fantasy vs. reality.” To help you avoid falling into these misconception pitfalls, we’re debunking 6 myths about equipment sales that don’t match the reality of the industry, along with our recommendations for each situation. Continue reading “Debunking 6 Myths about Equipment Sales”

Scrappy Marketing on a Budget: Evaluating Email Campaign Success

Scrappy Marketing on a Budget: Evaluating Email Campaign Success

In a highly competitive market, the struggle for exposure can be difficult and expensive, and sometimes your own resources aren’t available for a costly campaign blitz. This is why commercial dealership success requires a nimble-minded ability to think outside the box and develop advertising solutions that don’t break the bank. In other words, commercial dealers need to learn how to be scrappy in marketing without spending a dime — or at least, spending very few dimes.

It’s important to keep in mind that being scrappy with resources doesn’t mean a dealership’s marketing strategies should suffer. Even on a tight budget, commercial dealers can maximize exposure, cultivate a sterling reputation, develop a leading voice, and become a powerhouse in sales. In Part 5D of our ongoing Scrappy Marketing on a Budget series, we’re discussing how that success can be achieved when dealers Evaluate Email Campaign Success. Continue reading “Scrappy Marketing on a Budget: Evaluating Email Campaign Success”

What Makes a Great Equipment Sales System?

What Makes a Great Equipment Sales System?

In a previous lifetime, I was a high school football coach where I learned that you only win if you take a systematic approach to training, coaching, and playing. Those early experiences led me to a mantra that I still live by today, “In a bad system, even a talented individual is likely to fail. In a great system, even an average person is likely to succeed.” It’s true in sports and it’s true in sales. I have seen exceptionally talented salespeople fail, because they were in a bad system or had no system at all. I have also seen relatively average salespeople succeed beyond their talent level, because they had adopted a strategic and systematic approach to their work.

Because sales systems can have a major impact on your dealership’s success, it’s important to understand the main components of an effective system. So what makes a great equipment sales system? Continue reading “What Makes a Great Equipment Sales System?”

Scrappy Marketing on a Budget: Evaluating Email Campaign Success

Scrappy Marketing on a Budget: Implementing Dynamic Email Campaigns

In a highly competitive market, the struggle for exposure can be difficult and expensive, and sometimes your own resources aren’t available for a costly campaign blitz. This is why commercial dealership success requires a nimble-minded ability to think outside the box and develop advertising solutions that don’t break the bank. In other words, commercial dealers need to learn how to be scrappy in marketing without spending a dime – or at least, spending very few dimes.

It’s important to keep in mind that being scrappy with resources doesn’t mean a dealership’s marketing strategies should suffer. Even on a tight budget, commercial dealers can maximize exposure, cultivate a sterling reputation, develop a leading voice, and become a powerhouse in sales. In Part 5C of our Scrappy Marketing on a Budget series, we’re discussing how that success can be achieved when dealers Implement Dynamic Emails. Continue reading “Scrappy Marketing on a Budget: Implementing Dynamic Email Campaigns”

Why Attribution Matters for Equipment Dealers

Prior to the Internet, a consumer’s path to purchase was relatively linear. They relied heavily on local equipment dealerships for knowledge and information about various pieces of machinery, coming directly to you – the dealer – at the beginning of their decision-making process. With the rise of online research, however, it is very rare for today’s customers to do their pre-purchase research in the store. This is particularly true for consumers looking to make major purchases – like heavy equipment. Continue reading “Why Attribution Matters for Equipment Dealers”

6 Tips for Taking the Lead in Equipment Sales

Success in equipment sales often comes down to small actions that place your dealership just ahead of the competition. Yet while the actions are small, the return in sales can be huge, which is why I refer to this principle as “the magnifier effect”. To think about it another way – consider a horse race where the lead horse only wins by a nose, but the prize money for 1st place is 10X what the runner-up receives. That is the power of the magnifier effect and why we are breaking down 6 Tips for Taking the Lead in Equipment Sales: Continue reading “6 Tips for Taking the Lead in Equipment Sales”