Sales & Market Development
By Gary Weisbaum
For Industrial Dealers, What You Hear and What You See Have No Relationship To Each Other!
For most ownership and management at industrial dealers across North America, if you turn on the national news, you’ll “hear” every day that the stock market is heading back up quickly, unemployment is heading down, Covid 19 is under control, and life and business will be back to the pre-pandemic pace in no time.
However, what you “see” driving through the city or town you live in and operating your business might be very different from what you “hear” on the national news. Unemployment is having a significant impact on a large percentage of your population. Once-vital businesses have either closed or are operating on a small percentage of their original pace, and those that are busy are waiting for the “shoe to drop” and have been very cautious regarding spending. Add to that the fact that many companies are only operating their businesses because of the government payroll money, and when that ends, no one really knows what the impact will be.
In February of this year, your dealership’s client list looked strong and unshakeable after years of parts and service business. Today that same list has some significant challenges. Many dealers have clients that are “going strong” during the Covid 19 Pandemic, while at the same time others are on their way to bankruptcy or going out of business altogether.
Working with your parts and service management, we provide an in-depth assessment of your parts and service customers from a vocational perspective, and determine what new opportunities exist within your current customer files as well as who the targeted conquest accounts with the greatest activity in your market are, and work with your sales staff to turn a conquest account into your dealership’s customer.
For more information on our Client List Review as well as our many other sales and market development focused programs, please contact:
