KEEP YOUR SALES TREES BEARING FRUIT
An equipment sale can be like a fruit tree that bears future fruit (parts and service) for several years until the customer purchases their next piece of equipment. Your service sales also support the parts department, so making sure you maximize service sales is important to the long-term health of your business. Ensuring that your parts department employees know the equipment well enough to sell and suggest the proper parts will make it easier for your customers to maintain their equipment easier.
In this article, rather than revisiting how to increase margins on equipment and parts, Jeff Sheets, founder and owner of OPE Consulting Services, encourages dealers to push the envelope on how they relate to their customers to make them want to come back again and again. Sheets says, “You not only need to care about customers today when selling them your product, but you also want to be there for your customers for their future needs, too. That is a foundation to build a great business on.”
Follow Sheet’s “SELL” acronym to ensure you are doing everything possible to capture sales in every department, not just equipment sales.
11 ACRONYMS YOU NEED TO KNOW NOW!
Are you tracking your P&S with a DMS? Adhering to your SOPs using your CRM?
Love them or loathe them, acronyms are everywhere, and these are important ones that savvy equipment dealers should be familiar with.
These 11 acronyms were reviewed in a special workshop session presented by Channel Masters’ Tom Owen at the Farm Equipment Magazine’s 2015 Dealership Minds Summit.
First, review the list to make sure that you have the tools or resource that the acronym stands for, then take note of Owen’s advice on how to use it.
Don’t have a DMS or a DMS with a built-in, integrated CRM? We can help! Take a look at the CRM capabilities of the ASPEN dealership management system (DMS).
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