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Business of Selling

Cultivating Customer Share

Rather than waiting for a potential customer to get a flat tire in front of the dealership or chasing low margin roll-over customers to amp up the dealership's volume bonus, dealers and sales managers, together with their salesforce, would be far better served developing meaningful and lasting relationships with the overwhelming number of customers that are seeking such a partnership.
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Business of Selling

Gathering Storm Clouds

Fifteen years ago during a series of speeches I delivered to various equipment dealer associations throughout North America, I predicted that the agricultural equipment industry would lose between 25-40% of its dealers during the first decade of the third millennium.
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Farm Equipment

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

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