The Future of Sales and Service for Off-Highway-Equipment Dealers

By Umesh Goel, Nicolaas Kramer, and Inga Maurer | McKinsey & Company A survey of North American off-highway-equipment dealers reveals that digitalization in the sector is accelerating quickly. Those that don’t adapt may be left behind. Multiple forces—accelerated by the COVID-19 pandemic—are reshaping the market for off-highway equipment (which includes mobile construction, agriculture, and mining machinery along with outdoor power equipment) for dealers. Customer expectations for convenience, digital engagement, sustainable offerings, and aftermarket services are rising rapidly. OEMs are expanding their traditional sales models to target new revenue sources and are generating substantially more data and insights from connected equipment than in the past. These shifts have significant implications for the future of dealership sales and service. READ FULL ARTICLE>>