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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.

sales

>Tag:sales

Let’s Get On Offense And Off Defense

How about we shift our view from internal to external?

We talked last month about customer service and how customer relationships, although the top-ranked item influencing customers, was an ongoing struggle.

This was addressed also in February when we discussed extending the life of our customers’ products being more important in the overall supply chain with customers.

But […]

By | May 28th, 2015|Categories: Articles and News|Tags: , , , , |

Arm Yourself: Know Your Market Potential and Go Get Those Customers

Executive Summary from AED’s Product Support Opportunities Handbook

The third edition of AED’s Product Support Opportunities Handbook (PSOH) is designed to help dealerships perform a number of activities related to the parts and service business in their territory. The report is based upon a survey among equipment owners, which AED has conducted every five […]

By | January 15th, 2014|Categories: Articles and News|Tags: , , |

Sales Per Employee – The Holy Grail Of Head Count

A hard standard for decades, this personnel ratio strikes the balance between dealer profitability and customer service.

Over the years, one thing has become painfully obvious: We don’t have enough parts people to do the job in the way it needs to be done.

For some three decades, the salesper-employee standard has allowed management to provide a […]

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

Internal Excellence

Our customers tell us everything we need to know.

I have talked about internal excellence driving the customer experience in columns past. It was the point made in the business tool from the 1990s titled “The Balanced Scorecard” — with the critical element that our customers will tell us everything we need to know if we […]

By | March 15th, 2011|Categories: Articles and News|Tags: , , |

The Only Part That Matters

When you have a part in stock, you’re the same as everyone else.

Inventory management is an extremely important aspect of controlling and developing your business. In this column last month, I talked about changes in the supply chain and how you should respond going forward. Now we need to address some fundamentals.

Many of you will […]

By | November 15th, 2010|Categories: Articles and News|Tags: , , |

Sales Cover Lots of Sins

But did we really know how much the good markets in the past were hiding from us?

The sins that I am talking about can be summed up in the following list:

  • Not paying enough attention to cost
  • Taking customers for granted
  • Not fully utilizing technology
  • Taking employees for granted
  • Not listening
  • Not worrying about competition
  • Settling instead of excelling
  • Protecting inefficiencies
  • Being guardians of […]
By | April 15th, 2010|Categories: Articles and News|Tags: , , |

Positioning Your Products Or Services

A presentation is from your point of view, positioning is from that of the customer.

So we have done our preparatory work. We have done research, set objectives, and know how to ask questions. So now what do we do?

You’re in front of the customer or on the telephone with them and they are waiting for […]

By | July 15th, 2009|Categories: Articles and News|Tags: , , , |

The ABCs of Sales Campaigns

Thoughtful preparation is critical for success in your parts and service campaigns.

Many of the campaigns that are run from the parts and service departments
suffer from a similar problem:incomplete or inadequate planning.That can easily be overcome if a simple preparation checklist is followed.

  1. Define overall program objectives.
  2. Identify products to be promoted.
  3. Define the specific goals.
  4. Determine the timetable.
  5. Plan marketing […]
By | July 15th, 2008|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: , , , , |

Employee Productivity

Be careful in your irrational exuberance.

It was as recently as August that the results of the Cost of Doing Business were crowing about an increase in productivity in the Industry. That is terrific news. The trouble is I don’t know what tools and technology allowed us to make this leap in productivity. I haven’t seen […]

By | October 15th, 2006|Categories: Articles and News|Tags: , , |