TRUMP mandate. How will it affect your dealership?
Many of you probably had your 2025 plan in place before the election. If I had to guess, there is about a 50/50 split between those expecting higher taxes and regulation and those looking for lower taxes and less regulation. It seems like 50% got it right to some extent. Not bad. Either way, it is time to zero in on planning for 25. This will not be easy because your options to improve your business are numerous and complicated, and...
New Year actionable and proactive strategies that drive growth
Another January is upon us, and with it comes the opportunity to reflect on the year behind us and set our sights on what’s ahead. Cheers to the New Year! I hope that as you read this, your business and personal successes in 2024 have set a strong foundation for an even better 2025. Each January, we find ourselves looking at the challenges and opportunities facing our industry, and this year is no different. At the heart of it all,...
Industrial Manufacturing reports accelerated growth for the third month, with 151 new projects in November 2024
Industrial SalesLeads released its November 2024 report on planned capital project spending in the Industrial Manufacturing industry, highlighting a significant uptick in activity. The firm, which monitors North American industrial capital project plans, including facility expansions, new plant construction, and major equipment modernizations, identified 151 new projects for the month. This marks an increase from the 136 projects...
Where did the sale go? I seem to have lost it.
Lost a sale? What did you blame it on? Who did you blame it on? In my 32 years of training salespeople, I’ve never had one person come up to me and say, “Jeffrey, I didn’t make the sale, and it’s all my fault.” Excuses like: Our price was too high, the guy said he had a satisfactory supplier, we didn’t win the bid, and other such lame excuses, except the real one: The salesperson did not ask the questions that helped the prospect find...
Unlock your Sales Potential Part 1: Deal visibility or awareness skills
In this two-part article, we will discuss essential machinery selling skills. Part 1 focuses on the skill set required to participate in a large percentage of the deals or potential sales in a machinery sales territory. Part 2 examines the skill set needed to close those deals in which you participate. Deal visibility rate is the percentage of deals you see that go down in your territory. The basic principle is that the earlier you...
End-of-Life and Damaged Battery Shipping: Navigating State and Federal Regulations
Navigating the world of battery transportation can feel like trying to solve a puzzle with pieces that don’t seem to fit. We have an energy transition underway, when many technologies and even the whole market are switching to electric power – EVs, forklifts (phasing out the last diesel and propane models in the next five years in California, with the current share of electric already around 60%), construction equipment, power storage...
Can’t solve a problem? Forget about It.
It’s so frustratingwhen you’ve got a problem you need to solve, and nothing’s coming to you—no ideas that will help move things forward. Maybe you talk with others to try and gather perspectives. Or you dive into the Google rabbit hole to look at how others have solved the problem. But there’s nothing. You want something new, something innovative—not just the same old approach everyone else uses. But...
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