I’ll stick my toe in the water…
“You know better. You know there are many opportunities out there…”
These are things that need to be communicated loudly and regularly with the team. It can be hard to see in the trenches when your customers are giving you difficult feedback. This is basically a change management project from leadership’s standpoint.
Drew A
Fort Wayne, IN
People buy from people. Just need to keep your sales force focused on prospecting and servicing and customers will follow. Push the sales staff to be sure they are their customers’ “guy”. Create relationships that cannot be penetrated by the opposition. Maintain positive attitude and find something to bring your customers value every time you talk. Become involved in your local communities. Let your actions speak louder than words. Do these things and price becomes a very small piece of the puzzle.
Justin H
Aberdeen, SD
Bring your team in regularly to talk about their ideas to solve the problem at the same time. See you is manufacturing the opposition’s product and where: it may turn up some interesting answers. Speak to your manufacturer and push for a product advantage. Look into patent infringement to see if the opposition can afford a legal fright. Aggressive truthful advertising. You will know the total market and the potential growth, if any, so consider if it is worthwhile spending more money as promotional support. You will know where the future is and with this you can set your compass. Take your financial partners into the fold early to complete the team. Finally, go into the field yourself with your sales team (not as upper management, but make the whole experience easy and casual but professional when you are with your sales force and your customers). If you are quick off the mark with all of this, the picture for success will start to show so that you can refine your advance. Above all have fun.
Murray W
Guildford, UK
I am not sure how to answer this, as I personally know the upper management at (dealer), and they were the original factory that had partnered with China. The steel is heavier and is as good or better due to no EPA looking at everything. Last, but not least, is the price.
They have direct replacements for components. I would not be surprised if some dealers were buying parts there. I have heard of some dealers buying structure from them for repairs.
People say they have a plan, but how can anyone compete on pricing or quality? Are they going to cut margin to compete? If you start cutting your margins, how long can you last? I have seen the equipment, and you can’t the import from OEM until you really look closely. The other thing I see as a problem would be warranty as I haven’t seen or heard of any of the imports setting up any sort of mass distribution network in the States to really make a difference.
Next is financing. I have been told that none of the financing companies were financing the imports, but this may have changed by now. Unless there are some private financiers funding these imports the grower is left with funding a new system out of pocket. From financing, next would be insurance. Not sure where the insurance companies are on financing the imports.
I may have raised more questions than answers.
Anonymous