Blog
Lead Generation Should be a Top Priority for Equipment Dealers
A healthy equipment dealership requires more than only taking care of existing customers. Retention is critical for your business, but you also need a steady and reliable flow of new prospects coming through the door. Without that, any customers that you lose over...
The Living Economy: A Human-Scale Alternative
The foundation of any real economy has never been a nation-state, a corporation, or an algorithm — it has always been two living people exchanging something of value. That biological fact is the starting point for everything that follows. The emerging threat is not...
Careers Aren’t Linear. They’re Relational.
A reality check for dealership leaders in parts, service, and operations In the heavy equipment world, we like to think careers move in a straight line. Technician → Lead Tech → Service Manager Parts Counter → Parts Manager → Ops Leader Sales Rep → Territory Manager →...
THE GREAT AI INVERSION
Why distributed beats centralized for Manufacturers and Distributors We are in the early stages of the most significant shift in industrial economics in a generation. I call it the Great AI Inversion — the point at which the advantages that once belonged exclusively...
What We Owe After the Scars
In my last article, Learning With Scars, I wrote about the lessons that shape us — the hard-earned ones. The mistakes. The missteps. The seasons where we learned more from failure than success. Scars are proof of survival. But they’re also proof of responsibility....
The Importance of Email Marketing for Equipment Dealers
For heavy equipment dealers looking to generate more revenue from their marketing, sending emails consistently to customers and prospects is one of the most effective tools available. Nearly everyone in your customer base is likely to check their emails regularly,...
Brace Yourself for the AI Tsunami
Inventors and executives are warning of widespread consequences that they don’t begin to understand. Published in the Wall Street Journal Feb. 12, 2026 As we have been having blogs and podcasts on the use of AI in the Capital Goods Industries, I thought it would be...
The Talent Conversation Heavy Equipment Leaders Can’t Afford to Avoid
The heavy equipment industry knows how to solve mechanical problems. We know how to move dirt, build roads, manage fleets, and navigate supply chains. What we don’t always talk about - at least not with the same rigor - is the people side of the business. That’s why I...
Nothing Counts Until the Paperwork Is Complete
Why Most Service Departments Don’t Have a Performance Problem They Have a Leadership Problem In 1996, I was a young corporal in the United States Marine Corps, assigned to a small task force deploying from Okinawa to South Korea. We landed in a blizzard after leaving...