Tuesday Tips

Four Ways to Improve Your Sales Communications

By Troy Harrison My friend and speaking coach, Patricia Fripp, has a phrase that I love. She likes to say, “Specificity brings memorability.” She’s right – and she’s getting more and more right every day. What she means is that, when you are speaking (or selling), what sets you apart

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Why Your Geographic Market Matters

By C. Stephen Clegg, Debbie Frakes, Guest Bloggers | LearningWithoutScars.com Why Geographic Market Matters for Your Business When it comes to whether someone will work with a company or not, there are a wide variety of factors that come into play. Many of those factors are things you can control,

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Sales Compensation Plan Best Practices in an Uncertain Market

By Mike Emerson As the pandemic changed the way salespeople interact with customers, forget about bandaging disruptions to old sales compensation plans. Instead, seize this moment as an opportunity to restructure your sales compensation plan. Traditionally, companies have sought to change sales compensation plans to better align sales costs with

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Supercharge Your Online Presence with Customer-Generated Content 

Source: www.blog.satisfyd.com When we talk about customer-generated content, we mean any brand-related content published by customers on online platforms. It can include reviews, videos, images, and testimonials. Dealerships need to take this new way of customer feedback seriously because their customers certainly do! In fact, 90% of customers are reading

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Know your Key Performance Indicators in Rental Management

By Chris Aiello | Business Development Manager at TVH Parts Co. As the calendar turns to December, it’s hard to believe that it’s been over a year now since becoming a regular contributor in this Aftermarket column. In last month’s edition, I wrote about the topic of relational capital; the

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Long Term Tax Planning

By Garry Bartecki | Equipment Today Is there never a “TAX TIME” in the US? Don’t think so. And I believe “TAX TIME” is going to increase dramatically. The PROBLEM being that the US continues to spend more than it takes in, which we all know does not work in

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Playing Russian Roulette with the Natural Gas Pipeline Grid

By Toby Mack The approach of winter brings another round in the deadly game of Russian roulette with inadequate natural gas pipeline capacity. An increasingly likely human and economic catastrophe will result if countless homes and businesses go cold and dark when the inevitable extreme cold weather event hits, with

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Four Ways to Help Protect Your Business From Cyber Crimes

By Sara Splittgerber – Sentry Insurance There are many factors to consider when it comes to protecting your business. One growing concern is cybersecurity. Businesses—especially those in the construction industry—have become popular targets for hackers and scammers. So far in 2023, the global average cost of data breaches is $4.45

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What Happens in the Auto Industry…..

By Garry Bartecki OEMs, Lift Truck & Construction Equipment dealers have always been paying close attention to what is happening in the auto industry, thinking that these large major industrial players that also sell via dealer networks are a step ahead of the equipment industry, and that most of the

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North American Rental Industry Expects New ‘Normal’ in 2024

By Jenny Lescohier In 2021, the North American rental companies were nearly unanimous in being ‘up,’ but two years later, the latest economic forecast from the American Rental Association is predicting what ARA VP Josh Nickell calls a ‘normalization,’ a return to more moderate growth. Here’s what he has to

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The November 2023 EquipmentWatch Market Report – Just Released

Some notable insights: Is the Construction Industry Immune to Recession? Despite talks of recession, the construction sector stands tall with remarkable resilience. Our latest report reveals that Fair Market Values (FMV) are holding steady, while Forced Liquidation Values (FLV) maintain their stability. DOWNLOAD FULL REPORT >>

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Types of Purchases: Understand What Your Customers Are Buying

By C Stephen Clegg, Debbie Frakes, Guest Bloggers | LearningWithoutScars.com To market your business effectively, it’s important to understand which products and services your customers buy most often and what causes someone to purchase from you. By identifying common buying patterns and the factors that influence purchase decisions, equipment dealers

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How to Navigate the Buyer’s Journey

By Troy Harrison For a while, I’ve been talking about how “sales processes” are outdated, and that the important issue in sales now is to understand and navigate the Buyer’s Journey. In fact, it’s a big focal point of my Webinar that’s coming up next week, “The Top Four Sales

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5 Essential Skills of Exceptional Sales Managers

By The Brooks Group Exceptional sales management is key to an organization’s success—yet the role of a sales manager is one of the most challenging. Leading a sales team has become more difficult due to an evolving business landscape, technological advancements, changing customer expectations, and a host of other factors.

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Equipment Inventories are Improving. Now What?

By Dennis Howard | RDO Equipment Co. How inventories affect your bottom line and how to mitigate the reduction of asset valuation. If you have been trying to get ahold of me during the past couple of months, it most likely has been difficult. I’ve been traveling to growing regions,

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Skills and Jobs in America: Past – Present – Future

By Edward E. Gordon First the good news: Over the past decade (2011-2020) investment in corporate training has grown by about 30 percent. The caveat is that professionals and executives received the lion’s share of these programs. (Development Dimensions International, 2023) The current skills-jobs picture paints a different reality. Seventy-five

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How to Prepare Your Rental Company for 2024

By Dick Detmer Dick Detmer lays out what rental companies can do now to prepare for a prosperous 2024. This topic of preparing your business for 2024 is among the most timely and relevant topics because of nationwide economic uncertainties, and the late fall and winter seasons are excellent for

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Equipment Labor Shortage Challenges and Solutions for 2024

By Greg Grandy, Guest Blogger | LearningWithoutScars.com Finding out how technology, including automation, can help address heavy equipment workforce shortages in 2024 and beyond. In 2024, the heavy equipment rental and dealership industry will face an unprecedented challenge in sourcing, hiring, and retaining qualified personnel. For the past few years,

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The State of the Equipment Industry

Whether you attended the IEDA Midyear Meeting in Denver or missed it, you will benefit from hearing the economic deep-dive presented by attorney and equipment industry expert James Waite. In his talk, Waite discusses – and provides his recommendations about – the overall construction picture, equipment pries, financing, the world

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Top Three Reasons to Skip the University System

By Isaac Rollor, Guest Blogger | LearningWithoutScars.com Top three reasons to skip the university system and pursue a heavy equipment career in 2023. Imagine yourself as an 18-year-old high school graduate today. Now imagine that you must decide whether to attend a university or find a job and start a

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Can’t Find Technicians?

By Alex Kraft, Guest Blogger | LearningWithoutScars.com I get a chuckle when I hear the narrative around “can’t find people who want to be a diesel technician.” I’ve heard it since the day I started my career in 2004. The same message persists today. Nothing has changed. I find it

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6 Reasons Why You Should Respond to Leads in Five Minutes

By Troy Harrison I hate wasted opportunities. I bet you do too. One of the biggest sources of wasted opportunities is slow response time to incoming leads. I truly do not understand this – salespeople work their guts out to get new prospects, and yet when someone holds their hand

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I’m satisfied with my present source. Well, maybe.

By Jeffrey Gitomer The prospect is not waiting by the phone for your call. Most people have what you’re selling and are doing business with someone else. They have a source for what you do and they think they are happy. Satisfied. Good News: Satisfied people are willing to do

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21 Tips on Stopping Cyber Attacks

By Michael Roth | RERmag.com Every business, large or small, faces a common enemy – cyber attackers. They came in many formats, often with seemingly friendly faces. But the consequences can be serious and extremely costly. Here are some tips from our readers. There are a lot of estimates about

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How To Improve Customer Retention

By Stephen Clegg & Debbie Frakes | LearningWithoutScars.com Retention is critical for the long-term success of any business. It’s crucial because it is far less expensive to keep your existing customers than to acquire new ones, and customers will buy more products and purchase more often from you the longer

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