Soon, the leaves will be falling causing a frenzy among landscape contractors to get their customers’ properties cleaned up before the snow flies. Be prepared to help your customers and make the most of this selling opportunity.
Here are some tips to maximize sales.
David Dollard recently wrote about a few great tips to help dealers increase their profitability in his blog post. Here are a few suggestions on how to protect and possibly increase your profit margins.
Here are two suggestions from KPM dealers that may work for your dealership – and a tip from KPM.
Dealer Suggestion #1 - Use retail financing plans and the associated monthly payment
By marking the equipment you have on your floor with a monthly payment, it helps a potential customer “budget” the purchase. Be sure to include the appropriate sales tax and then use the monthly payment factor provided by the retail finance company.
Some equipment manufacturers have formatted hang tags that are customizable and printable. If you can, try not to handwrite them. Research shows customers are less likely to haggle over price when the tag is printed.
Be Proud of Your Business Impact
When asked about your business or what type of work you do, how do you respond? Is it, “we sell lawn mowers,” or “I work for so and so and I fix mowers?” Why are we so modest when talking about our chosen business ventures or careers? Are we embarrassed? Well, of course not.
The most successful dealers can differentiate themselves from the competition (other independently owned dealers and the big box stores) and do not compete using price as a primary differentiator. Instead, they consistently deliver a unique bundle of services and are willing and able to invest the time, money and energy in promoting themselves as their own brand. Competing on price only, or entering "the race to the bottom," may reap a short-term benefit, but flies in the face of long-term existence.