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This Is A Custom Widget

This Sliding Bar can be switched on or off in theme options, and can take any widget you throw at it or even fill it with your custom HTML Code. Its perfect for grabbing the attention of your viewers. Choose between 1, 2, 3 or 4 columns, set the background color, widget divider color, activate transparency, a top border or fully disable it on desktop and mobile.

customer

>Tag:customer

Customer Stratification And Retention

Slicing and dicing can expose interesting facts.

The opportunity that you have when you are in the product support business is huge. The shame is that we don’t capture more of it. There are some opinions about where the dealer’s market capture rates should be, running from 20 to 40 percent for parts and from 5 […]

By | June 15th, 2013|Categories: Articles and News|Tags: , , , |

Proactive Customer Contact

Initiating the contact – not waiting for the phone or a walk-in. What a concept!

All of us have seen and been in many parts departments over the years and know what to expect: the counter and the telephones, the warehouse, shipping and receiving, yard storage, maybe even in-store merchandising. If the customer chooses to order […]

By | August 15th, 2012|Categories: Articles and News|Tags: , , , |

Choose To Succeed With Your Business

Here are two goals that will point you toward success this year.

The Judeo-Christian philosophy of seven good years and seven lean years isn’t an optimistic view of the world. I choose to follow the Asian approach of one bad year followed by three good years. I guess that makes me an optimist by design.

This year […]

By | January 15th, 2012|Categories: Articles and News|Tags: , , |

Product Support Selling

It is about selling not just market coverage

For the last two columns I have been focused on your need for Product Support Salesmen; establishing territories and market segmentation. In April I left a long list of “To Do’s” on the table. Establishing sales objectives for each assigned customer; creating sales tools for each parts family […]

By | June 15th, 2007|Categories: Articles and News|Tags: , , , , |

Customer Intimacy – Someone Has To Do It

Why is it we have interest in only the customer who buys our equipment?

Last month I talked about market coverage and how important it was that we look after the customers who purchase machines and attachments from you. How we must do a better job of retaining the downstream business for the machines that we […]

By | October 15th, 2003|Categories: Articles and News|Tags: , , , |

What It’s All About

Somewhere along the road our focus on the customer was lost.

Think about all the wise men out there. Management consultants, including me, push improvements in asset management, product-support sales-market coverage, service efficiency and all of the rest. Training businesses preach and teach about management and operational effectiveness in parts, service and product support sales. Your […]

By | March 15th, 2002|Categories: Articles and News|Tags: , , |

It’s All In The Numbers

Ramp up your service business by getting a handle on your territory’s machine population.

The piece of equipment, not its owner, is the true customer for a dealership’s parts and service business.

Sure, your responsibility is to reduce customers’ owning and operating costs while protecting their equipment’s residual value. So you and your employees courteously and professionally […]

By | November 15th, 2001|Categories: Articles and News|Tags: , , |

Just How Well Are We Serving Our Customers?

Your parts employees’ “conversion rates” are a better indication of their customer service effectiveness than their raw sales numbers.

There’s a term that I suspect many of you aren’t familiar with, and it’s a key piece of information for any retailer – including construction equipment dealers. It’s something you’ll need to know to gauge how well […]

By | December 15th, 1999|Categories: Articles and News|Tags: , , |

Segmentation Is The Key To Customer Satisfaction

Without really knowing their customers and splitting them up in some sensible way, dealers may be more vulnerable when the market is less robust than today.

It’s probably safe to say that by now most dealers have some manner of customer satisfaction program in place, whether as a result of surveys initiated by the […]

By | August 15th, 1998|Categories: Articles and News|Tags: , , |