Issue link: http://read.dmtmag.com/i/358154
30 | www.cedmag.com | Construction Equipment Distribution | August 2014
Product Support
just let me know. Most dealers maintain a very poor
information database on these high-value accounts.
When looking at your customer base, also do two essen-
tial computer runs: (1.) customer ranking report by after-
market total dollar sales and (2.) customer ranking report
by aftermarket gross profit margin percent. Who's paying
your bills? Which ones should be developed? Analyze what
your customers are purchasing from someone else that
they can purchase from you. How can you win that busi-
ness? Maybe you do the maintenance but they seasonally
rent from someone else. Maybe you can discover a pattern
in your customers' purchasing and it is a business you need
to get into? Maybe if you had it available they would buy it
from you?
%XLOG8S7LPH6WUDWHJLHVIRU