Dealers lament about the struggles of keeping salespeople focused on moving used equipment rather than just the shiny new units. A sure way to light a fire under your sales team is with compensation plans designed specifically to move used equipment — where the biggest impact exists. From withholding commission until a trade is sold to attaching bonuses to the used units, compensation plans tied to used equipment vary greatly — all with their own pros and cons.

In this information packed panel, 3 authorities on compensation plans discuss the they are using or have tried in the past, why they chose that plan and why it’s working — or not. This session is sure to provide ideas for you to reflect upon on your way home.

Featuring:

Shawn Skaggs, President/COO, Livingston Machinery, Chickasha, Okla. — Starting in the marketing department at Livingston Machinery 16 years ago, Skaggs is the president and COO of the $88 million dealership and serves on the AGCO dealer board. With 4 stores in Oklahoma and Texas, the AGCO dealership has employed several different compensation plans. “Our most successful sales people are almost all on straight salary,” Skaggs says. The dealership recently added a sliding-scale bonus for used equipment, factoring the value of the machine and days in inventory. Skaggs will share his group’s thought processes, what was “on the table” and why they arrived at the plans they did.

Jon Carlo, Director of Sales, AgriVision Equipment, Pacific Junction, Iowa (2013 Dealership of the Year)…