A salesperson takes a used unit in on trade. Now what? If you don’t have a plan for what happens next — starting that same day — you’re already losing. Experts say having a detailed plan — with accountability — on how quickly the unit is cleaned up and serviced, photographed, listed, etc., will do wonders for inventory turns. During this dealer-to-dealer panel, 4 seasoned dealers will share their internal systems to keep attention on traded equipment and get it back out into the market ASAP.

Featuring:

Don Aberle, Titan Outlet Store Manager & Used Equipment Manager, Titan Machinery, Fargo N.D. (2006 Dealership of the Year) — Aberle has been in Titan Machinery’s ag and construction business for 15 years in a variety of sales and store management roles. For the last 8 years, he has overseen the Titan Outlet Store. He also serves as used equipment manager for Titan Machinery, which achieved $1.37 billion in total revenue in 2016. Aberle says dealers need to learn how to NOT send equipment to auction. “As dealers, we need to be more disciplined and aggressive on aged equipment and to do our own write downs and our own aggressive pricing on aged inventory, rather than paying auctioneers to sell our equipment at such large losses,” he says. Once Titan corrects its inventory from the “rush” of the last few years — which Aberle says they’ve nearly achieved — 100% of his job will be to limit the need for auctions.

Ben Bair,…