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Articles by Lynn Marcinkowski Woolf

Season-to-Season: Heritage Tractor

The Importance of Outside Sales to a Dealership's Success

By Lynn Marcinkowski Woolf posted on June 21, 2013 | Posted in Best Practices, Dealership Marketing

Dale VanSlyke, manager for Heritage Tractor's, Harrisonville, Mo., location talks about the importance of outside sales to a dealership's success.

From the Desk of Lynn Woolf

Make Safety Part of the Sale

By Lynn Marcinkowski Woolf posted on May 31, 2013

If I said this column was about safety would you click away? Well, it is about safety, one of those "I've heard it before"? topics. But, it's also about sales and reputation, so stay with me.

Recruit Before You Have Job Opening, Not After

By Lynn Marcinkowski Woolf posted on May 31, 2013 | Posted in Best Practices

Midwest Machinery of central Minnesota has grown from 2 stores to 9 stores in the last 10 years and last year, they hired 41 new people.

Protect Your Dealership from Fraud

By Lynn Marcinkowski Woolf posted on May 17, 2013 | Posted in Dealer News

Here's a fraud scenario that recently occurred in Massachusetts, Florida and the Louisville, Ky., area: A customer purchases equipment from a dealer and pays with a check. The account is valid, but the check is returned because of insufficient funds. The equipment is pawned and the purchaser can't be located.

Outdoor Power Equipment Aftermarket Assn. Addressing Dealer Consolidation, Regulations

By Lynn Marcinkowski Woolf posted on May 3, 2013 | Posted in Dealer News

Jim Paugh, the newly elected president of the Outdoor Power Equipment Aftermarket Assn. (OPEAA), says his number 1 goal is to improve communication with members.

Avoid the Phone Call Obstacle Course

By Lynn Marcinkowski Woolf posted on May 3, 2013 | Posted in Best Practices

In this day of emails, texts and Facebook messaging, the way your dealership handles phone calls should still be one of its most critical sales strategies.

Ecological Lawn & Tree Care Grows Business with 'Earth Friendly' Approach

Owner John DeFilippi chooses propane and battery-powered equipment to set his landscaping business apart.

By Lynn Marcinkowski Woolf posted on April 11, 2013 | Posted in Niche Markets

John DeFilippi started his Boulder, Colo.-based landscaping business in 2010 with no prior experience in the landscaping industry. He based his business model on the use of quieter, cleaner and non-toxic practices and his Ecological Lawn & Tree Care now has revenues of more than $400,000.

From the Field: Sell to the Owner

By Lynn Marcinkowski Woolf posted on April 10, 2013 | Posted in Best Practices

Identify the decision maker. That's a basic sales principle. At your dealership, the decision maker may or may not be the ones driving that tractor or zero-turn mower, but they are the ones that tip the scale from a shopping experience to a purchasing experience.

Market Opportunities

Take Stock of Opportunities in the Nursery Market

Highlight reliability, simplicity and durability when selling equipment to nursery owners.

By Lynn Marcinkowski Woolf posted on April 10, 2013 | Posted in Rural Lifestyle Market

Sandwiched between the rural lifestyle market and the landscaping market is the nursery market. Nursery growers produce the shrubs, plants and trees rural lifestylers need to beautify their properties and landscapers need to complete residential and commercial projects.

Dealer Profile: Jeff's Small Engine

Create Your Niche to Increase Parts Sales

Jeff’s Small Engine increases parts revenues by supplying smaller dealers and the recreational market.

By Lynn Marcinkowski Woolf posted on April 10, 2013 | Posted in Dealership Marketing

Engine repair has been the cornerstone of Jeff Kruse's dealership since its beginnings 30 years ago. However, he's been able to triple the parts segment of his business in the last three years because of two strategies: Carrying a wide variety of parts and selling parts to other dealers.

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How We Did It Docuseries: Worksaver (part 1)

Watch part one of an extended three-part video interview with Tim and Tom Burenga in this episode of the “How We Did it” Docuseries.

Click here to watch Part 2.
Part 3: Coming Soon
Full Docuseries: farm-equipment.com/innovators-docuseries

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