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.
In a recent Inc. article, Howard Tullman points out that most car dealers aren’t much interested in selling electric vehicles (EVs.) And the same is likely true for many farm equipment dealers.
An article last month from the Wall Street Journal covered how electric vehicle startup Fisker would be transitioning from a direct-to-consumer distribution model to signing up 50 dealers this year.
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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.