The next time you drive into your dealership’s lot, pretend you’ve never been there before and just look at the way the inventory is organized. What does your lot say about your business?

If you’ve never been around skid steer loaders and want to enter the market, you need to know the basics. The customer base for these products will generally know exactly what they’re looking for in terms of features and options. Your challenge is to predict what they want ahead of time so you can order the right machines.

The rural lifestyler who’s never been on the seat of a tractor stops you in the middle of your sales spiel to say that your competitor’s tractor will pick up 75 more pounds than your brand will. The first instinct is to say, “How is that relevant?” You bite your tongue, smile and say, “You’ve done some serious research, I’m impressed! Their tractor does pick up a little more than ours, but ours is heavier and has a longer warranty. If you need more lift capacity, we could be looking at the next model size in our line.”

The rural lifestyler who’s never been on the seat of a tractor stops you in the middle of your sales spiel to say that your competitor’s tractor will pick up 75 more pounds than your brand will. The first instinct is to say, “How is that relevant?” You bite your tongue, smile and say, “You’ve done some serious research, I’m impressed! Their tractor does pick up a little more than ours, but ours is heavier and has a longer warranty. If you need more lift capacity, we could be looking at the next model size in our line.”