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Parts Inventory Management

Parts Inventory Management

Today we continue with another guest blog from Steve Day.

Parts Inventory Management

In the next several blogs we are going to be discussing inventory management.  Please try to stay awake.  There are thousands of books on this topic and I am not going to write another one.  I am not going to go into excruciating detail since most of those books do a pretty good job of causing pain.  Instead I am going to focus on a few areas that a Product Support GM or a Distributor Principal should focus on to drive customer support and profit.

I have managed Parts Operations at both a manufacturer and a distributor.  I am going to be focused on distribution for purposes of this blog.

Manufacturers and Distributors have similar goals for their parts operations.  We both want to take great care of our customers, provide real value, sell lots of parts and make lots of money.  We also have very different areas we need to focus our efforts on.

I will start with a personal anecdote.  When I moved from a manufacturer to a distributor, I decided to take a very aggressive inventory position to provide the best level of support I could.  If we sold a part in the company twice a year, we were going to stock it.  My over the counter fill immediately moved up a couple of points. Then it just sat there barely moving a tenth of a point year after year.  What was going on?

I decided to run reports to see how parts that met the two sales in a year criterion fared in the years following them being put into the system.  I didn’t see what I wanted to see so I went back another year and then another year and I kept seeing the same thing.  Almost ninety percent of the time a part that sold twice (and only twice) in a year did not sell at all in the following year.  I looked at parts that sold three times next.  More then seventy five percent of the time it did not sell at all the following year.  To make matters worse, when the parts did sell the customer was often the manufacturer or another dealer who couldn’t find it at the manufacturer.  I was trying to take on the role of the manufacturer.  I was also stocking a whole bunch of inventories I didn’t need, couldn’t sell and didn’t help either my distributorship or my customer.

We changed our focus on stocking criteria, expediting, weeks on hand, branch levels, logistics and targets.  We changed management in the department and our focus.  We went from a bit over two turns a year to eight turns a year and our branch over the counter fill rates and company fill rates improved.  It happened in less than 6 months.  I didn’t feel proud.  I felt very foolish.

For more information about Parts Inventory Management, please visit us at Learning Without Scars.
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Grow Your Own

Grow Your Own

This week brings our third guest post from Don Shilling. Now it is time to talk about how to “grow your own” workforce.

Don Shilling

I grew up in a construction family and worked for my Dad several summers during and after high school. Then while working on my degree at North Dakota State University I was hired by a construction equipment dealership. I started in their service department part time until I finished college. Then full-time service employment for a couple of years then transitioned into sales management. During the recession of the early 1980’s myself and three other managers started General Equipment & Supplies, Inc.

First as Sales Manager and eventually as President we grew our business from one location and 20 employees to 10 locations in four states and two Canadian Provinces and over 250 employees. Along the way we developed relationships with area Technical Colleges and created a College Tuition Reimbursement Program where today we Recruit a handful of new technicians annually into that program. Our company has also developed two Department of Labor Certified Apprenticeship Programs to fill hard to find skilled positions. I am currently semi-retired as Chairman of the Board.

In my previous blog I talked about “High Demand Jobs” and the need to Grow Our Own by recruiting for skilled positions we need filled. It is possible to use the Local, State and Federal Programs that exist today to help underwrite part of the cost of educating our new workforce and/or developing our workforce. . .. That is quite a mouthful but if you break it down it is fairly simple.

Our Federal, State and Local governments are really beginning to understand how the shortages of skilled workforce is impacting our economy. They are all scrambling to help find solutions and frankly they are also looking for your guidance and input.

Because of Covid 19 we are hearing a lot of talk about “re-tooling” our workforce so that people who were employed found themselves suddenly unemployed by what became an unstable and perhaps unskilled career path. These workers are looking to make a change and find a new career that will add stability to their families and futures. Our Adult Learning Centers are going to become busy places as these programs expand and flourish.

Business and Industry are being called on to help support these expanding programs and if you think your business can benefit then you better be seeking out these opportunities. In many cases State or Local dollars are being matched with private sector dollars to bring these programs to life.

What does that mean for you and your organization? It means you might end up hiring or supporting an older than average person(s) who wants and needs a new career. You will help develop this person, first with initial training and inevitably additional continuous training until you have a strong and highly competent employee. That is:  Growing Your Own.

This initial Education coupled with Continuous Training builds your staff in a very positive way. The training starts with a comprehensive On Boarding process as they first report to work. Then things like safety training and specific work center orientation. These new employees don’t know what they don’t know so don’t skip steps. These Employees that you have Grown on Your Own will recognize their new skill sets which creates positive attitudes for all and at the end of the day the customers you serve will see this positive influence. There is no real down side to Growing Your Own!

For help in growing your own workforce, please visit us at Learning Without Scars.
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Are Salespeople Born or Made?

Are salespeople born or made?

This week’s blog post is a continuation of last week’s series Answers to Four Tough Sales Questions. The second question in the series asks us: are salespeople born or made?

Don Buttrey is the president of Sales Professional Training Inc., a company that offers in-depth skill development for sales professionals and sales support. He has trained thousands of salespeople over 25 years and clearly understands the selling environment of equipment dealers and manufacturers. His curriculum is comprehensive and proven! Don is also the author of “The SELL Process”, a foundational how-to book on effective sales interactions.

Don can be reached at (937) 427-1717

or email donbuttrey@salesprofessionaltraining.com. 

Check out this website link salesprofessionaltraining.com  for more information – or to purchase online sales training.

Are salespeople born or made?

Don Buttrey: Neither. It really takes both. Granted, some individuals are born with great gifts. They have contagious personalities, persuasive ability, the gift of talking, or technical/mechanical aptitude. These are all excellent talents that can be good starting points. However, I am of the firm belief that these are not enough. For sales success in today’s tough market it will also require training and practice on fundamental selling skills. The skills and disciplines of sales professionals are what take those innate gifts and make them produce with maximum effectiveness.

On the other side of this issue it must be noted that training and practice alone will not make a great salesperson. All the training in the world will not fix a salesperson who refuses to grow or who has the wrong attitude. Plus, it is very important that we begin with and invest training into people who want to be in sales and who have some of the raw talent and aptitude for daily interactions, communication and self-management.

My conclusion is; attract and find good people with some (or a lot) of the basic talents and aptitudes needed for selling. Confirm that they have a drive to succeed and a teachable mind-set. Then direct, train and coach them. This is a formula for a winning team.

For more information on our sales training programs, visit us at Learning Without Scars.
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Skilled & Knowledgeable Employees Pay for Themselves

Skilled and Knowledgeable Employees Pay for Themselves.

You Have to Keep Moving Forward

During this difficult time, the ability to restrict discretionary expenses has been quite easy. Stop it. Go back to 2019 and you will also find an attitude of restricting the investment in employee development other than for technicians. We forget that skilled & knowledgeable employees pay for themselves. This with many OEMs is encouraged as they affect the reimbursement of warranty expenses. What about all of the other employees in the company? Do their jobs stay the same from year to year? Do what customer’s need and want remain static or do they also evolve?

As a general rule that might be a reasonable choice. It was clearly the truth at most dealerships. Technicians yes everyone else we should hire the skills and that is that.

There could be nothing worse in my opinion.

I will explore inventory management as an example. The traditional world looks at inventory from the perspective of parts availability and asset turnover. I agree. The standards we teach have asset turnover greater than 5 times a year with parts availability greater than 98% for stock items. How do you stack up to those standards?

Today with stock order replenishment for the major OEMs less than a week the turnover should exceed 12 times a year and still hold 98% availability.

Do you know how to do that?

There is a financial measure called Return on Capital Employed (ROCE). If we look at that financial measure from a gross profit perspective then the calculation is gross profit times parts inventory turnover.

Start with a turnover of 5.0 and a gross margin of 35%. The ROCE is 175%. That is a very good number. You receive back in a year 175% of the capital you employed. Now take the turnover to 10.0 and hold the gross margin at 35%, The ROCE is 350%. Or look at it another way a gross margin of 17.5% delivers a ROCE of 175%. Let’s think about this from a different direction – your parts pricing can be influenced by your asset turnover. Lower the fast movers parts pricing from a 35% gross margin to 20% gross margin. Will that give you the opportunity to increase market share of the fast-moving parts. Of course, it will.

The time is now.

 

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A New Value Proposition for Leaders

A New Value Proposition for Leaders

How Do We Measure Success?

Tonight’s blog is courtesy of Ed Wallace, in a continuation of his last blog post: How Do We Measure Success?

Most executives and managers will tell you that strong human relationships are critical to their success. They say they also need their team members and employees to be great at developing and maintaining relationships, collaborating, innovating, advocating for company goals and keeping the organization functioning effectively.  Whether it’s external or internal business relationships, we need to understand how people think and act, what it takes for someone to want to listen to you, help you, work for you, work with you, and even buy from you.

The challenge we face during the pandemic is that proximate relationships are difficult to foster let alone to launch new ones. A recent McKinsey survey indicated that most companies are going to behave like they are as of this writing for another 12 months after the pandemic is over. This leads to what I call the need to become a hybrid relational leader. However, very few leaders take any kind of structural, systematic approach to doing this.

Intentionality

I find it paradoxical that if relationships are so important, then why are leaders unable to display ‘intentionality’ toward them?  The answer is due to the fluid, unpredictable nature of business relationships that makes companies struggle with just how to capitalize on their potential. In fact, many business leaders view developing business relationships as an instinctive mind-set rather than as an approach based on beliefs, new skills, and a repeatable process.  I’ve heard the phrase, “We focus on hiring and growing people with the most magic,” hoping that magic will rub off on everyone else. The common result is a haphazard, almost accidental process of relationship development. How risky is that now that we can’t meet with people in person as often?

What’s Missing?

So, why are leaders missing the relational mark? My experience, through many years of research into business relationships and working with over 28,000 business professionals and 300 companies, has shown me that there are five identifiable principles that lead to intentional relationship development whether it be proximate or digital and, not surprisingly, superior performance.  They are at the very heart of the practice of the most successful leaders at all levels in organizations and life. The Five Principles of the Relational Leader are:

  1. Display Worthy Intent
  2. Care About People’s Goals, Passions, and Struggles
  3. Make Every Interaction Matter
  4. Value People Before Processes
  5. Connect Performance to a Purpose

 

The Five Principles of the Relational Leader

Relational Agility: A New Competency

These principles form a system of beliefs for high performers that Relational Leaders follow and apply intentionally. I define this intentionality as the way Relational Leaders coordinate a principled, purposeful and practical relational approach. This results in a competency that I call relational agility that allows them to bridge the generational, cultural, and yes, the pandemic gaps, that exist today. Through my experiences and research, I know they can be learned, practiced and improved bringing a surprising level of precision to relationships in organizations.

This begins with the first principle, known as Display Worthy Intent- putting the other person’s goals and values at the forefront of each business relationship, creating an exceptional experience for others. Relational Leaders then apply the remaining principles to create relationships that immunize them against all competitors both within and outside their organizations.

We all create plans and strategies for many aspects of life – education, careers, building a home, retirement, and even playing games with our children. So why leave the development of important business relationships largely to improvisation or magic when even magicians have a disciplined process to accomplish their illusions. Relational Leaders deliver on the new value proposition for leadership through a strategic, intentional focus on their business relationships using the five principles and process that I shared in this article. Companies that ‘invest in relational capital’ will be the long-term winners in today’s complex business environment.

The margin for error in business today is razor thin, so why takes chances on your relationships!

Ed Wallace, President, AchieveNEXT Human Capital.

Ed consults with and speaks for corporations and associations across the globe with a client list that is a Who’s Who of Fortune 500 companies. He is the author of Fares to Friends, Creating Relational Capital, Business Relationships That Last, and his most recent the #1 best seller, The Relationship Engine.  In addition, Ed is currently on the Executive Education faculty of Drexel’s LeBow College of Business and Villanova University’s Human Resources Master’s program. https://www.linkedin.com/in/relcapgroup/

 

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Four Tough Sales Questions

Answers to Four Tough Sales Management Questions

Don Buttrey is the president of Sales Professional Training Inc., a company that offers in-depth skill development for sales professionals and sales support. He has trained thousands of salespeople over 25 years and clearly understands the selling environment of equipment dealers and manufacturers. He has given answers to these four tough sales management questions over the course of his career. His curriculum is comprehensive and proven! Don is also the author of “The SELL Process”, a foundational how-to book on effective sales interactions.

Don can be reached at (937) 427-1717

or email donbuttrey@salesprofessionaltraining.com. 

Check out this website link salesprofessionaltraining.com  for more information – or to purchase online sales training.

Four Tough Sales Management Questions

As a sales trainer I get to work with heavy equipment dealers all across North America. In this 4-part series I will provide some answers to four tough questions that sales managers often ask me. I hope they give you some clarity and direction as a sales leader!

QUESTION 1: What preparation should I expect my salespeople to do before picking up the phone or meeting with a customer?

Don Buttrey: Most of the time salespeople do the typical prep such as considering the situation, doing some research, or reviewing notes on the customer such as past sales, problems, internal politics, personal facts, previous calls etc. That is important – but it is not enough. Often, at that point they just charge in or pick up the phone and “see how it goes”. I call this, “showing up and throwing up”.

I accept the reality that selling is very dynamic and that anything could happen.  However, one of the most important disciplines and skills I teach is, tactical pre-call planning. When salespeople make proactive calls, they are on the “offense” and they should prepare their offense! What will they say to start? What questions will they ask and how will they word them for maximum effectiveness? What benefits of product or distributor value will they leverage? What is their action-oriented objective and how will they ask for commitment or action?

My short answer to this question is that before every call salespeople should pre-call plan using the SELL Process tool. SELL stands for Start, Evaluate, Leverage, Lock: and each of these steps should be prepared in order to maximize every precious customer interaction. Preparation and ongoing practice are essential. You play like you practice—and salespeople just don’t practice enough.

For more information on preparation, please visit us at Learning Without Scars.
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Adult Learning & Dealership Development

Adult Learning & Dealership Development

By Floyd Jerkins

With over 35 years in business, Floyd Jerkins is an accomplished senior executive in business development with more than twenty-five years of successful consulting and training experience across various industries. He’s well known for offering specialized services for business development. His is an important voice on the topic of adult learning and dealership development.

Through lifelong learning and having a host of practical experience from a career of developing his own company’s and leading people, his background and passions serve his customers with personalization and excellence. He’s coached and worked intimately with hundreds of business owners and executives to help them achieve more success. Floyd has led large scale project development and execution on an international platform. Today, he’s providing executive coaching services.

 www.floydjerkinsexecutivecoaching.com

 floydj@me.com

618.218.1763

Adult Learning & Dealership Development 

I’ve often heard that it’s easier to teach a 5th grader than an adult. I’ve never taught a 5th grader other than my kids, but what I’ve experienced first-hand teaching adults isn’t always the easiest.

As a child, we have this interest in nearly everything and are naturally curious. Then we become teenagers and have all the answers. As adults, there is a point where many stop learning about themselves and the ingredients for creating a prosperous career and lifestyle.

Education Creates Predictability 

I’ve employed a lot of people in my career. Through my consulting practice, we helped hundreds of businesses with various employee development issues. Nearly every business segment requires knowledge-based workers. These skilled men and women have to learn more because the business and customers are evolving. Each week and year, they accumulate this knowledge through experience and education.

An equipment dealership evolution is relatively predictable. Consolidation is well documented that the volume owners are shrinking, and the size of complexes are getting larger. As you move from a two-store to a 20 store complex, specific policies or procedures change with the organization’s size and scope.

The knowledge and skills required to operate the business at a corporate level are different, but still predictable, based on the roles and responsibilities. Location management and key production roles like sales and parts and service management are easily duplicatable. Well, easy is not always the case. If these folks need to learn more, where do you get this knowledge?

Typically, OEM’s offer training on various topics. When the notice comes in, key managers look across the room to see who they will send. A few training companies in the industry offer workshops for a couple of days on selected subjects. None of these offer a holistic curriculum-based education model similar to what you find at a local college or university. Why not?

Developing Talent and Bench Strength With Holistic Curriculum

Teaching adults always requires the teacher to develop methods to undo past learning experiences. Adults have a way to tune out things they think they already know or are uncomfortable to learn. That’s why at a college standardized testing is used to create reliable comparisons across all the test takers.

As the organization grows in size and scope, developing talent and bench strength should become as predictable as knowing when the next sale will happen. Growing this talent requires planned approaches to measuring what they learn by their roles and responsibilities in the organization.

Learning Without Scars has developed a holistic curriculum pathway for dealership personnel that measures learning. I don’t see this type of “behavioral education” anywhere in the industry. Here are just a few thoughts to consider:

  • The curriculum allows a dealership team to be taught the same methodology vs. sending your people to various classes that often require that you undo some of what’s taught to match your dealership.
  • The content contains concepts and applications that are proven; it isn’t guesswork.
  • Students are assessed before attending a class to know they are in the right class and the proper instruction level. Then they are tested after a class, so you know that learning has taken place.
  • Online learning classes that include video instruction is a win-win learning model. Students can access information 24/7 365. Anytime, anywhere so they can learn when they are ready.
  • A manager oversees this personal development and knows the test scores to evaluate performance, so there isn’t any guesswork if the learner has learned something.

Many people today want the magic potion to succeed. You can’t take a class and become effective if the teacher or the class material isn’t relevant. It takes real experience and a proven background of success. Ron Slee and Learning Without Scars has been successfully coaching and developing leaders and businesses for 40 years. That’s the facts, and I approve of this message.

 

 

 

 

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Training is Hard!

Training is hard!

Steve received a degree in Electrical Engineering and then served in the US Navy. He started with Komatsu America 1978. For the next twelve years Steve worked through various equipment sales positions before becoming the Vice President of Parts, Vice President of Service. During this period Steve sat on the board of a major distributor in the North east US as well as Hensley Industries. After twenty-five years Steve moved from the OEM side of the business to the Distribution side by joining Tractor and Equipment Company in 2003 as Vice President of Product Support. Steve is continuing his guest blogging in series for us today with a post on the reality that training is hard.

Throughout his career Steve has learned the Industry from the ground up. This allowed him to have a very clear view of what was needed to support customers, employees and owners in their pursuit of excellence. Working at high levels in both the Manufacturing and the Distribution side of the business gave Steve some great learning opportunities and chances to develop insights.  Steve retired in January of 2020.  After spending 40 plus years in an industry we are very pleased to be able to share some of Steve’s insights with you and honored to consider Steve a friend.

Training is hard

The guy that ultimately became my successor drove “Needs Based Training “in our organization.  He assessed the skill sets of each of our technicians and set up a training plan for each one of them.  The training plan is discussed with each employee during their annual review.  Every employee deserves to know how we think they are doing and how we intend to grow their skills.  This is hard stuff. The training for us was divided into three basic slots

  • Basic and remedial training.
  • Intermediate training and skill enhancement and
  • Manufacturer specific training.

Basic and remedial training includes managing scholarship employees at trade schools and online fundamentals training. Trainers have to be special people.  They need to have a deep understanding of their topics and they have to know how to teach.  We all think we know how to teach because we all went to school.  That is a ridiculous presumption.  Teaching is a real skill and a special talent. People have different learning styles and a trainer needs to be able to “read the room” to figure out how to best present concepts to each style of learner.  Technicians tend to be “hands on” people but they are not exclusively so.  Today’s young technician is probably much more diverse in their learning style. We need to be able to assess the appropriate skills each employee needs for their job through testing and the assessments need to continue throughout the employees’ career.  I also think pre-employment assessments are important.

I once had an employee with thousands of hours of training who could only function in the shop with considerable supervision.  The training was wasted on that individual. Why did he get so much training?  He was the easiest person for the Service Manager to do without.  Had we done appropriate assessments we would have found that person something else to do. Skills assessments are one of the best ways to determine who to invest in and perhaps to see who might need to get off the bus. The annual training plan for each employee is quite a task but well worth it. Employees are excited to have a plan they understand.  If compensation is also tied into training it really drives the perception that the company values competence. Your Trainers and Training Manager should probably be the individual deciding who should attend each class.

Of course, they should work in conjunction with the Service Manager but in the end, the Training department should make the call.  That probably won’t be popular but it is a needed discipline.  To make it easier to swallow, the training plan for each employee should be a joint effort of the training department and the employee’s direct supervisor.  Having an annual plan means you can have a training budget by branch and by employee if you want one.  This is hard and tedious but worth it. I once sat on the Tennessee Governor’s “School to Work” initiative.  The board was made up of 12 regions of the state and each region had a business person and an educator representing it.  We had a mediator who was a VP with AT&T who had both an education and a business background.  He told us he would act as a translator because business people tended to focus on results while educators tended to focus on process.  We really ended up needing lots of translation. I think one of the reasons Training is so hard for us is because “process” really is critical to success in training.  As a businessman, I have to tell you that if you aren’t willing to sweat this out, don’t waste your money.

For more information on focused training, please visit us at Learning Without Scars.
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Digital Marketing

Digital Marketing

Mets Kramer

Digital Marketing: Billboard vs Engagement

“At the moment, our research shows buyers making 90% of their purchase decision before contacting the dealer.” And there it was. I had been having thoughts like these swirling around in my head for a few months now. But when Charles Bowles at Trader Interactive spoke with me, I had no idea how much our industry had shifted.

I have a theory about Digital Marketing in our construction equipment industry and I believe it can be considered in two ways.

  • First, is what I’d like to call Billboard Marketing, which refers to digital strategies geared towards establishing and maintaining digital visibility. These approaches are often additional marketing strategies, while continuing the existing methods of communication.
  • The second approach is called Engagement Marketing and includes digital activities to connect and develop engagement opportunities with your target audience. Dealers who implement Engagement Marketing consider their digital marketing presence as transformative and suggest these methods could replace most, if not all, past marketing approaches.

There are three aspects of Digital Marketing that I would like to look at and compare Billboard and Engagement strategies. They include Websites, Email Marketing and Advertising campaigns.

  1. Websites

Most dealers have a website today, which is a great start, but the buck doesn’t stop there. Listing your equipment, providing contact information and location falls under the Billboard approach: you present your information to visitors and hope they contact you. However, for Engagement Marketing, your website should provide a virtual visit to your dealership; images and videos of your inventory, and related documents showing the quality of the equipment and records of its health and maintenance. The icing on the cake would lead the visitor to a button they can click on to take them onto the next step. (Replace “Contact for more information” with “I’m interested in Buying”) But let’s be real, this call to action isn’t the icing, it’s the entire cake! How do you measure whether you are leading your visitor into an engaging relationship? Make sure you provide ample information about the machine so they can decide on the spot. If there’s not enough detail, Bowles says 90% of visitors will go to check out another listing to find what they need. Hop onto Google Analytics to help you assess whether you’re Engaging or Billboarding.

  1. Email Campaigning

The next common aspect of Digital Marketing is email campaigning.  Email campaigns are a great way to stay connected to customers and present new products. To use email campaigns effectively, it is important to consider your audience and develop strategies in order to create a continuing conversation. Mail programs such as Constant Contact or Mailchimp provide the tools to send information to tens of thousands of people.  A Billboard approach sends the same message to everyone who drives by it – no matter who they are or what they are looking for. We don’t want to use email campaigns the same way. Instead, consider a more strategic approach, engaging different segments of your audience based off their interests. Provide a mixture of Equipment For Sale messages and industry, fleet focused education. Use the tools provided by the email platforms to understand who is interacting with your campaigns and change the messaging and frequency for each segment to further engage your audience. While email campaigns can feel like a one-way communication, change your mindset and remember, email is most effective as a conversation tool. So, create campaigns that encourage your audience to talk back!

  1. Digital Advertising

Finally, Digital Advertising, whether Google, Facebook or others, are designed to bring visitors to your digital dealership: your website.  The Billboard approach will stop at bidding on generic words (ex. Caterpillar excavator, Komatsu bulldozer, Case backhoe, etc.)  which will hopefully bring visitors to your website to see what your dealership has to offer. But let’s keep in mind that digital advertising can be expensive, so the set up and focus of your advertisements should be focused for an Engagement approach. Let’s milk every opportunity! How about bidding on specific machines that are in your inventory? Specific combinations like Komatsu D65EX, for example, will have less bidders, making them cheaper and bringing visitors exactly to what they are looking for, the machine on your website.

The digital marketplace is real and becoming the source of future sales.  All leading industries are showing signs of transformation into the Engagement model of digital marketing.  Automotive sales, Commercial trucks are some but do not forget about Amazon and similar services. We are all proof that Engagement Marketing and Sales keeps us coming back for another slice.

We will continue this discussion soon.

To continue to develop your expertise in Marketing, please visit our website at Learning Without Scars.

You Have to Keep Moving Forward

You Have to Keep Moving Forward.

You Have to Keep Moving Forward

This year has been a challenge to everyone and everything we had in 2019. Our health is at risk. Our jobs are at risk and in some cases are gone. Our businesses are at risk. Bankruptcies are on the rise. Everything has changed. And the very foundation of our life in the United States has also been challenged. Our history and traditions. Our safety and security. This is hard for me to imagine.

So, what are we to do? I am not going to become a victim. I want to try and control my own destiny. I am going to move forward.

I believe that what ever we have in front of us we have to face it. Whatever the market is going to be or is, all of us are in the same market. Let’s just compete within whatever world we find in front of us.

In the very first blog we posted after updating our website I wrote “James Belasco and Ralph Stayer, authors of the book “The Flight of the Buffalo,” couldn’t have said it any better “Change is hard because people overestimate the value of what they have and underestimate the value of what they may gain by giving that up.”

This time I suggest to you change is easier. We don’t have any choice. Working From Home has become an acronym WFH. Imagine? I read an article today where while working from home some people are using Virtual Reality headsets to make it more understandable. Wow.

I want to suggest that we get going again. In their book “Built to Last,” Jim Collins and Jeremy Porras cite BHAG’s – Big Hairy Audacious Goals. I want you to consider that. Don’t nibble around the edges now go for “Game Changers.” Something dramatic. Step outside of your traditional boxes. Spend less time in meetings and more time doing. Minimize long detailed position papers. Get to work. Clarify roles and responsibilities. Ask everyone to contribute. From the buyers to the warehouse floor and to the field sales force, from the office clerks to telephone sales employees. Everyone can contribute.

It has been said that Being Good is the enemy of Being Great. And Being Great is the enemy of What’s Possible. In other words, making progress is better than seeking perfection. Desmond Tutu famously said “If it is to be it is up to me.” Back to you.

The Time is Now.