Series: Aftermarket

This is an updated article we wrote to equipment dealers two years ago and we are rewriting it today for

I have been consulting with equipment dealers about their aftermarket or their product support sales and profit for 40+ years.

If you are reading this article I can feel comfortable in saying that in all likelihood you are in the

For years I have asked hundreds of equipment dealers, their department managers and many times individuals involved with the parts,

Throughout the last two centuries, we have all heard comments about man’s last remaining “frontier” . . .  outer space,

In writing this month’s article, I went back and researched articles I’ve written in the past years. The following article,

Creating and maintaining a superb shop appearance today is more important than it has ever been and particularly if you

Ten to fifteen years ago Tom Peters wrote the book “In Search of Excellence”, it was a popular and bestselling

Successful equipment dealers discovered long ago that their employees are the dealership’s most important assets. Successful dealers know that results

Customer service (satisfaction) is an attitude that must be displayed by every employee within the dealership. It is not a

Selling a piece of equipment should not be the only game in town for dealers and manufacturers. Over the years

Truly professional sales people would never consider entering the market place without a thorough knowledge and understanding of their competition.

Information provides the framework from which a dealer develops his strategy to increase aftermarket volume, profit and market share. Inadequate

More often than not perception can become reality. If we look and feel successful we will be successful! Years ago

Let’s make it as simple as possible. It is not brain-surgery, it is not rocket science! It is something that

The highly successful dealer principals, general managers and department managers learned long ago that to get tasks done they must

I just read a highly interesting article in Reuters written by James Kelleher about Caterpillar. Because there were some quotes

Over the past ten/fifteen years I have not been into one equipment dealership (farm, construction, outdoor power, industrial or lift

Customer service (satisfaction) is an attitude that must be displayed by every employee within the dealership. It is not a

Typically, most of you would reply to that question with an answer such as: “You gotta be kidding me!” Most