Opinions & Columns

Dr. Jim Weber
Business of Selling

Dealers' Sales Philosophy

Last month we emphasized that the pace of change in technology and business processes requires continuous upgrading of employee skills to remain competitive. This month, we expand on the topic of training and focus on how best to drive the effectiveness of your training process to maximize return on your investment (ROI).
Read More
George Russell
Planning for Profits

Dealership Training: Drive an Effective Process

Last month we emphasized that the pace of change in technology and business processes requires continuous upgrading of employee skills to remain competitive. This month, we expand on the topic of training and focus on how best to drive the effectiveness of your training process to maximize return on your investment (ROI).
Read More
Planning for Profits

The Link Between Sales & Absorption

Whether it's from your manufacturer's demand for market share or machine population, or your need for more revenue, dealers continue to look for ways to boost sales. A good place to start selling more machinery is to look first at your parts and service departments. There is a strong link between sales coverage and better parts and service profitability - meaning better absorption.
Read More
Dr. Jim Weber
Business of Selling

2010 Wholegoods Results

A client of mine recently sent me a copy of the 2010 Cost of Doing Business Study compiled and published by the Southwestern Dealer Assn. This study has been around for years and provides an interesting look at how agricultural equipment dealers are faring by way of "industry wide"? averages.
Read More
From the Desk of Dave Kanicki

Uncertainty Lies Ahead

I'm just like a lot of you out there. When things seem to be going too well, I'm looking for what could possibly go wrong.
Read More
From the Desk of Dave Kanicki

"Educate, Advertise and Promote"

Sometimes the more interesting story comes from the dealer commentary than from the hard numbers. So, we asked dealers the open-ended question, “What could manufacturers do to help ease your or your customers’ concerns?” about the new engine technologies.
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