From the Desk of RLD

From the Desk of Lynn Woolf: Dealer Takeaways from GIE+Expo

Dealer pre-registrations were up more than 20% at the recent GIE+Expo, which featured its first Dealer/Distributor Day. That’s a good sign. With manufacturers able to reach consumers directly in so many new ways, it’s important dealers do whatever they can to claim their rightful spot in the sales cycle.
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From the Desk of Lynn Woolf

Bobcat Exits Compact Tractor Market

Five years ago, Bobcat described its decision to sell compact tractors as "a move intended to expand its No. 1 market position in compact equipment."? In an exclusive statement to Rural Lifestyle Dealer, Bobcat says it is now not renewing its OEM agreement with Daedong Industrial to market compact tractors under the Bobcat brand.
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From the Desk of Lynn Woolf

Selling Equipment Despite the Economy

Economic indicators seem to be top news this past week or so — or maybe I'm just paying more attention to the numbers, with the election looming. For instance, the Federal Reserve says that the country's industrial output fell 1.2% in August, the biggest drop since 2009.
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From the Desk of Lynn Woolf

Best Salesperson Ever

"What's your title?"? I asked someone I interviewed recently. "Best salesperson ever,"? she answered, then paused and laughed. Based on conversations with her and one of her rural lifestyle customers, I believe her. They have years of tractor, mower, attachment and power tool purchases together, plus mutual admiration.
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From the Desk of Lynn Woolf

Where Will You Be in Two Years?

Expiration: 6/30/2014. That's the date I need to renew a certificate of mine. The first thought that came to mind: How am I supposed to remember something two years from now? The second thought: Wonder what I'll be doing two years from now?
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From the Desk of Lynn Woolf: Benefits vs. Problems

A marketing friend gave me this advice a few years back: To win a customer, focus on their problems, not your benefits. The rationale: The benefits of your product, company or service matter to you. Their problems matter to them. You matter to them if you solve their problems.
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From the Desk of Lynn Woolf

How's 2012 Stacking Up?

We're at the midpoint for 2012 already. Is the year stacking up like you planned or hoped? Last fall, you shared your 2012 projections with us at Rural Lifestyle Dealer. You were optimistic then. Nearly half of North American dealers serving the rural lifestyle market expected revenues to rise this year.
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From the Desk of Lynn Woolf

Your Dealership Culture

Dealerships have an energy and optimism when the countryside greens up -- which can wane as the temperatures rises. This is especially true for rural lifestyle dealers who also serve farmers rushing to finish spring planting or harvest summer grains.
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