There is an old saying: "You can't be everything to everybody." I've worked in the agricultural/outdoor power equipment industry all my life. I was a Toro, Wheel Horse, and Lawn-Boy dealer.
Referring to demand history you don’t want, digital dirt is called “abnormal demand”. In a nutshell, any time you make a sale that you don’t expect to repeat, it's considered abnormal.
In the farm equipment business, many managers often tell their sales crews to never mention the competition when making a product pitch to farmers. It’s a negative to bring up another dealer’s different colored highly competitive machines, service concerns, parts delays and other business practices.
I just finished reading the Cost of Doing Business article in the February 2024 issue of Farm Equipment, and I would like to share a persistent thought as it relates to that subject matter.
Upselling is any activity that increases revenue on a given transaction. With higher margins, and a large inventory investment, your parts counter is the best place to upsell.
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Virginia Beach-based STIHL Inc., produces a full line of high-quality, handheld outdoor power equipment including blowers, trimmers, brushcutters, and multi-task tools, as well as the number one selling brand of chainsaws worldwide. STIHL Inc. manufactures over 260 model variations of handheld outdoor power equipment for sale in the U.S. and around the world.