Blog 2018-06-19T20:11:08+00:00

Special Report- The National Hardware Show

Last week, I went to the National Hardware Show in Las Vegas. I always enjoy going to industry shows. There is something about the excitement in the air that always leaves me energetic and optimistic about the state of the industry we are in. While I was at the show, [...]

By | May 20th, 2019|Uncategorized|

Sales: Compensation

Compensation, regardless of the position in a dealership, is always a hot topic.  How much can I afford to pay? What level of performance do I have the right to expect as an owner from my people? How do I know whether I am paying too much, or just as [...]

By | May 7th, 2019|Uncategorized|

Sales: Your Marketing Dollars Put to Work

Who is your typical customer? Do you know? Grab a piece of paper and write down the answers to the following questions about your “typical” customer. What is their gender? What is their average age? What is their favorite radio station? Got it? Now, next to that I want you [...]

By | April 30th, 2019|Uncategorized|

Understanding the Roles of the Sales Department

Regardless of whether it’s service, parts, sales, or rental, each department has various roles that need to be filled to successfully take care of customers and to make sure the dealership is growing as projected. In the past, I have discussed both the service and parts roles; this week I [...]

By | April 23rd, 2019|Uncategorized|

How to Find Sales Employees

When you think about sales people, what comes to mind? For most people, it’s words like slick, slimy, greasy, or con artist. Now tell me, who wouldn’t want to be a sales person when those words come to mind? As you are looking for salespeople, I think most dealers we [...]

By | April 15th, 2019|Uncategorized|

Showroom Strategy

Today’s largest customer segments, Baby Boomers and Millennials, are influenced by attractive, interactive showrooms. Their purchasing decisions are influenced by your brand as well as the layout and overall appearance of your showroom and outside displays. Branding is one of the most important elements of any dealership. In the past, [...]

By | April 5th, 2019|Uncategorized|

Sales: Building Long-Term Relationships

Successful sales professionals take care to develop long-term relationships with their customers. They understand that the only way to consistently generate orders and increase business is through customer loyalty. This loyalty is built by continuing to monitor and cultivate the customer’s satisfaction. Document the Selling Process.  In order to structure [...]

By | March 27th, 2019|Sales, Uncategorized|

Sales: Conveying a Professional Image

Great sales people aren’t great because they know everything possible about the products they sell. They are great because they have the ability to transfer the excitement for the product to the customers interested in the equipment they are selling. While it’s important to know as much as you can [...]

By | March 19th, 2019|Uncategorized|
Load More Posts