In a recent interview with Intermountain New Holland, editor Mike Lessiter discussed the dealership's success in "color conversion" with one of their farm customers. In this three part series created with the support of Thunder Creek Equipment, follow along as General Manager David Orr and salesperson Daniel Avelar share their perspectives on the importance of customer relationships and commitment to excellence helped accomplish this difficult prospect.

Relationship Sets the Stage for Customer Conversion Success

Intermountain New Holland Sales Manager David Orr and salesperson Daniel Avelar detail how Avelar's long-standing relationship with David Alves, owner of Rock Bottom Custom LLC, was integral to turning the custom cutter, who had been running Massey Ferguson forage harvesters, on to New Holland equipment. 

Moving Beyond Transactional Business 

David Orr, sales manager for Intermountain New Holland, says his goal for the sales team is to make the business of selling ag equipment relationship based rather than transaction base. That change in methodology has helped the dealership convert big customers like David Alves, owner of Rock Bottom Custom LLC. 

All Departments Needed to Expand Customer Business 

It takes on-going work and attention from all departments — parts, service and sales — to grow a customer's business after converting them from another brand. David Orr, David Orr, sales manager for Intermountain New Holland, and Daniel Alevar, salesperson, discuss the work that went into growing David Alves, owner of Rock Bottom Custom LLC, after his initial purchase.