Opinions & Columns

From the Desk of Mike Lessiter

Succession Plan

Last Thursday, I hit the road with my dad, Frank (Lessiter Publications Founder) for a few days to celebrate his 73rd birthday. And at least for a portion of our trip (no thanks to the lost GPS signal, nor the old man's navigation skills), the quote above applied to us. But I digress...
Read More

Price is Only One Thing Customers Shop For

In the past few weeks I've begun hearing from some dealers about how the major farm equipment manufacturers seem to be getting "pretty aggressive on pricing,"? as one dealer put it. That's code for they "are cutting prices for any number of reasons,” gaining market share, reducing inventory, whatever.
Read More
George Russell
Technology for Profit

Upgrade Your Fleet Management Technology

It's 8 a.m.; do you know where your trucks are? After real estate, a dealership's largest non-inventory asset is likely their rolling stock: delivery flatbeds and lo-boys, remote service vehicles, sales personnel cars or trucks, delivery vans, etc. But land and buildings stays put. Your rolling stock ... well, it rolls.
Read More
Dr. Jim Weber
Business of Selling

4P = Au

While next month's column will continue to explore compensation systems for salespersonnel, the focus of this column will address those winning attributes that were personified by each of the Olympic athletes as they participated in their individual and team events during the 2012 Summer Olympics in London, England. Whether Michael Phelps, Usain Bolt, the U.S. women's soccer team, or any of the other hundreds of participants, four attributes emblematic of gold (Au) medal play stood out; namely, purpose, passion, perseverance and pride, and each of those attributes are similarly applicable to a successful career in equipment sales.
Read More
Dr. Jim Weber
Business of Selling

Why Sales Compensation Based on Gross Margin?

While previous articles is this series have addressed the two most prevalent types of sales personnel compensation — salary and cash difference — this column focuses on a system that is not used as frequently, yet should yield significantly greater results. It is a sales compensation system based on the equipment gross margin.
Read More
George Russell
Technology for Profit

Simple Technologies to Increase Staff Efficiency

The title of this series of articles is “Technology for Profit” and is aimed at giving equipment dealers concrete examples of how advanced technology is being adapted to the day-to-day operations at machinery retailers to improve their bottom line.
Read More
From the Desk of Dave Kanicki

Dealership Outlook Taking a Cautious Turn

Dealer sentiments about equipment sales for the rest of the year look to be taking a "cautious"? turn and, in all likelihood, reflect the mood of their customers in the wake of the worst drought in the Midwest in more than three decades.
Read More

This month's digital sponsors:

Top Articles

Current Issue

View More

Must Read Free Eguides

Download these helpful knowledge building tools

View More
Top Directory Listings