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Dealership Minds Summit 2017

[Video] Dealer-to-Dealer Panel: Compensation That Emphasizes — and Moves — Used Equipment

December 21, 2017 | Posted in Best Practices, Used Equipment Remarketing
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.
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Dealership Minds Summit 2017

[Video] Outside Looking In: An Analyst’s View of Farm Machinery’s Used Equipment Challenges

December 21, 2017 | Posted in Best Practices, Used Equipment Remarketing
The U.S. farm machinery industry is closely monitored by Wall Street, resulting in a vast array of information on the industry and where it is headed. We know Wall Street’s perceptions of the industry counts. Like it or not, Wall Street influences decisions in Moline, Ill., Racine, Wis., and Duluth, Ga., that ultimately impact your business as dealers as well.
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Dealership Minds Summit 2017

[Video] Beyond Market Share & ‘Paper Profits’ ... Attacking Your Dealership’s Used Equipment Turns, Revenue Mix & Cashflow

December 21, 2017 | Posted in Best Practices, Used Equipment Remarketing
With prognosticators continuing to forecast lower wholegood sales throughout 2017, and no significant uptick in such sales before 2019, it is imperative that dealers intent on surviving this protracted downturn rethink their view of the wholegoods department. Impacting this transformation will be the fact that most of the manufacturers, if not all of the majors, will be putting pressure on their dealer organization to significantly increase dealership market share, says Dr. Jim Weber.
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