Operations & Finance

Compensation Plans

How to Use a Compensation Plan to Align the Sales Team with Dealership Goals

Zane Watson of Farmers Implement & Irrigation demonstrates how tying a compensation plan to the washout cycle encourages teamwork & benefits all dealership departments
No one compensation plan that is going to work for every dealership, but knowing what has worked at other dealerships can help identify what may be adaptable to your dealership. As market conditions change, it’s important to regularly assess your dealership’s sales compensation structure to ensure it is working for the business.
Read More
Upselling Parts, Part 1

Upselling at the Parts Counter: Establishing Your Comfort Zone

Parts advisors may not consider themselves sales reps, but they are. This 3-part series will help them change their mindset.
The term “upselling” can make many parts advisors uncomfortable. They tend to think of upselling as a technique related to the sale of whole goods. However, because the parts department usually generates strong gross margins, it should be a priority.
Read More
Jim-Henderson
Leadership Lessons

Revolutionizing Support Using Military-Style Logistics

Integrated Logistics Support (ILS) — a unified, iterative process that establishes the support of a capital asset, such as a piece of equipment — encompasses service manuals, test equipment, tools, training, stocking of parts, computer resources, facilities and transportation based on the equipment’s reliability and maintainability.


Read More

Top Articles

Current Issue

Cover-digital_FE_1024.jpg

Farm Equipment

Farm Equipment's Dealership Minds: Vanderloop Equipment, Profile of a Successful Dealership

View More

Must Read Free Eguides

Download these helpful knowledge building tools

View More
Top Directory Listings