Keeping Your Eye on the Ball: Retention & Fixed Ops

It’s so easy for a team to lose points if there isn’t someone keeping an eye on the ball. And it’s easy for a dealership to lose leads and sales if there isn’t a manager position dedicated to growing absorption rates and expanding fixed ops. Okay, that moved from baseball analogy to technical jargon pretty quickly, so let’s take this a step at a time. Continue reading “Keeping Your Eye on the Ball: Retention & Fixed Ops”

Help Me Help You: The Benefits of Good Customer Service

Let’s face it- calling a business when we have an issue to resolve isn’t always a process we look forward to, even if we do get to choose our own hold music. Nothing is guaranteed to raise your blood pressure quicker than hearing ‘Your average wait time is 25 minutes. Your call is very important to us!’ Is it? Is it really? Does it have to be like this? What if your customer service experience could be a good one? Certain businesses are known for their excellent customer service. They take these main points into account: Continue reading “Help Me Help You: The Benefits of Good Customer Service”

Gaining New Equipment Customer Leads

In prospecting for new customers there are many ways to target.  Three important measures successful companies use to evaluate the effectiveness of any successful marketing campaign are “cost per prospect,” “cost per lead,’ and “cost per sale.”  Let’s look at all three terms and then talk about the most effective ways to gain new customers. Continue reading “Gaining New Equipment Customer Leads”

woman wearing a backpack takes a journey through the mountains

Journeys & Destinations

When someone says “It’s not about the destination, it’s about the journey,” I can’t help but think that they’ve never journeyed on a crowded airplane next to that over-sharing stranger who insists on popping personal bubbles, or in front that kid who never stops kicking the seat. Or I figure that they’ve never basked in the sun at a destination beach, sipping on a rum & Coke out of a coconut. A lot of times, it’s the destination that makes the journey worth it. Continue reading “Journeys & Destinations”

shovel picking up dirt

Be Groundbreaking

As he became the first person to walk on the moon, astronaut Neil Armstrong spoke the now-famous words, “That’s one small step for man, one giant leap for mankind.” While NASA was busy designing new technology for the space race, they were inadvertently creating many products that are now common here on Earth – solar energy, water filters, even invisible braces! Branch Rickey, a Hall of Fame baseball manager, would often say “luck is the residue of design.” Sometimes, groundbreaking innovations happen by mere accident, but more often, they are the product of problem-solving and hard work. Here are a few cool breakthroughs in equipment and construction: Continue reading “Be Groundbreaking”

pitcher of lemonade with mint

Lemons into Lemonade

Every job has lemons. Subcontractors don’t show up, deliveries go wrong, or a piece of equipment breaks down in the final hour. Some days it feels like you’re standing in a field of lemon trees! And we’ve all heard the phrase “When life give you lemons, make lemonade.” But without sugar, ice, and a pitcher, putting this phrase into literal action would produce nothing more than sour, warm, and sticky liquid spilt across your table. What does this mean for you and your business? Continue reading “Lemons into Lemonade”

CONEXPO Dealer exhibit with construction equipment

Innovation With Purpose: CONEXPO Recap

On March 7-11, the Equipment Trader team attended the biggest CONEXPO-CON/AGG expo ever. With approximately 3,000 exhibitors gathering to showcase the newest innovations in construction equipment, technology, products, and services, their booths and presentations stretched a record 2.8 million square feet. It was an exciting (and possibly exhausting) walk for attendees who numbered close to 128,000!! Continue reading “Innovation With Purpose: CONEXPO Recap”

It Doesn’t Have to be Cold Out There!

I still get in heated discussions by commercial sales consultants who tell me they started their careers cold calling and it was how they built their business.  That does not mean it is the best method to grow sales, at the time most sales consultants had no formal training on how to properly grow the business. I am not against cold calling. In fact, when I am in the field with sales consultants and we are on an appointment call, I will always ask this question: “Mr. Prospect, thanks so much for taking the time to meet with us, your time was appreciated. Could I ask one more question? Do you happen to have a relationship with any of the businesses around you?” If the prospect says yes, I ask “Would you mind if we dropped in just to leave a business card and mention that we had just met with you?”  They always say yes! Now your next call becomes a warm call since you have a referral source! Continue reading “It Doesn’t Have to be Cold Out There!”