Niche Markets

How to Make (or Lose) an Easy Sale

In today's challenging economy, selling is a difficult job, right? Well, not always. Sometimes prospects signal that they're ready to buy--right now--and if you're not listening carefully, you might easily miss the opportunity.
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How to Sell: Quality, Stocking, Demos Increase Log Splitter Sales

The allure of a cozy fire crackling in the fireplace on a cold, wintery night is part of the rural lifestyle dream. And, for some, the satisfaction of felling the tree and splitting the wood for those fires is part of that vision. For others, burning wood for heat just makes good economic sense, with wood roughly one-third the cost of natural gas, electricity or oil.
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Perspectives on UTVs: Bad Boy Mowers, Bobcat, Kubota, Polaris

UTV manufacturers offer an inside look at what sets their vehicles apart and how they support dealers
Rural lifestylers love working and playing on their properties. They are turning to utility terrain vehicles (UTVs) — in record numbers — to help them do both. Retail sales of UTVs in North America reached their highest level in 2011, with more than 280,000 units sold, according to Power Products Marketing. The trend is higher for 2012, with sales expected to climb another 12-15%.
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Perspectives on UTVs: Kubota: High Dealer Satisfaction and Durable, Reliable RTVs

Interview with Dan Muramoto, Kubota RTV Product Manager
Kubota's heavy-duty, high performance RTV series utility vehicles have a strong reputation for durability, reliability and work. Additionally, our reputation with dealers is consistently among the best in the industry. Our dealer programs helped us earn the highest dealer satisfaction score on the recent North American Equipment Dealers Assn. survey. And, this year, Kubota USA celebrates 40 years.
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Dealer Profile: Rodgers and Sons

Changing with the Times

Rodgers and Sons adapts to new market, maintains service focus.
Clyde Rodgers, founder and co-owner of Rodgers and Sons, says his Cherry Creek, N.Y., dealership had to adapt to survive during its 25-year history. Some adaptations were by choice; some not. However, they've always worked to stay true to who they are: a small, family dealership that is committed to service.
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How To Sell: Handling Animal Feed Adds Another Dimension to Equipment Sales

Selling animal feed as a diversification strategy gives customers reasons to return often to your dealership.
Many of your customers have made the lifestyle choice to buy property in the country and move back to the land. And your dealership has successfully helped them buy and service the equipment they need to manage their property. But would you be able to lend a hand if they pulled up to your dealership with a baby goat in the backseat of their car?
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