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Insight for Industrial and Capital Equipment Industries

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Fleet Managers Rethink Outsourcing Maintenance and Repair

Andy Wilhelm / Sr. Product Manager | October 2, 2013
First the good news. Rod Sutton, editor of Construction Equipment magazine, revealed in his blog that 67% of Construction Equipment subscribers say they are outsourcing more maintenance and repair work.
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Fleet Managers Rethink Outsourcing Maintenance and Repair

Parts and Service Promotion Drives Dealer Profit

Andy Wilhelm / Sr. Product Manager | August 5, 2013
The most recent AED Cost of Doing Business Survey reveals the highest gross margin area of the business is in service (54.6%) and parts (27.2%). Yet despite high profitability, most dealers spend far less money promoting these profit centers than they do promoting new machine sales.
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Parts and Service Promotion Drives Dealer Profit

Successful Event Promotions Utilize Every Tool in the Box

Andy Wilhelm / Sr. Product Manager | May 21, 2013
Construction equipment dealers embrace events. By all accounts, open houses, rodeos, seminars, barbecues, and charitable events appear to be bigger than ever.
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Successful Event Promotions Utilize Every Tool in the Box

Marketing without a Marketing Staff

Andy Wilhelm / Sr. Product Manager | April 23, 2013
Marketing in many construction equipment dealerships languished as a result of the recent recession. Now that the market is coming back, sales managers, business owners and other staff are trying to pick up the pieces. How can you get marketing going again without a marketing staff?
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Marketing without a Marketing Staff

Increase Your Parts & Service Potential with Proactive, Data-Driven Marketing

Andy Wilhelm / Sr. Product Manager | March 6, 2013
Parts and service are typically among the most profitable departments in a dealership. However, when it comes to sales and marketing, they are often treated like the neglected stepchildren of new machine sales. With little marketing to support parts and service, many customers are unaware of the service and support dealers offer. Factory trained technicians as well as reliable new and refurbished parts, are usually the strong points of a dealer.
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Increase Your Parts & Service Potential with Proactive, Data-Driven Marketing

Competitive Intelligence: What Every Equipment Dealer Needs to Know

Andy Wilhelm / Sr. Product Manager | February 7, 2013
Competitive intelligence helps equipment dealers determine the reality of their stance in the marketplace. Guesswork or biases are minimized when information about products, prospects, customers, markets and competitors is identified and shared. Such information supports strategic decisions and allows dealers to move ahead with confidence. Here’s what every equipment dealer needs to know.
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Competitive Intelligence

Providing a New Sales Rep with the Right Information and Technology Tools for Success

Andy Wilhelm / Sr. Product Manager | January 10, 2013
In construction equipment sales, unfortunately, personnel turnover is common. There are many reasons for it, but I would like to focus for a moment on how you as a sales or division manager can offer your new salesperson the information and technology that will give them the best possible chance for success.
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Providing a New Sales Rep with the Right Information and Technology Tools for Success

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