What Does Your Trade Process Look Like?
Jason Hoult and Casey Seymour outline the importance of a piece of equipment leaving the yard during the first hundred days.
Understanding your Customer’s Needs in a Changing Market
Jason Hoult President of Anvil App Works, and Casey Seymour Moving Iron Podcast host, discuss how to understand the needs of your customers during a fluctuating market.
Seymour starts off the podcast by mentioning the influx of money moving in this year’s auction season. “I don’t remember a time where there’s been as many combine auctions this close together in the season,” he says. Simple law of demand shows that when there’s an increase in inventory there’s a decrease in demand.
Hoult mentions that the significance of knowing your customer becomes more important than ever. “It’s the relationship that adds value, being a trusted partner, helping pick the right machines, and being a proactive advisor,” he says. But what does it mean to add value? Anvil customers understand how data fuels relationships. Analytics show customer interest based-on fleet size, buying history, or use case.
“It's hard to keep track of 150 customers, and that’s where technology comes in. Keeping track of metrics, leads, and deals is easy when it’s automated.”
Seymour mentions how it has become harder to predict when inventory is moving, and metrics are one of the only ways to do that. Hoult acknowledges that analytics makes customer relationships easy, “The sales team enjoys the fact that in their inbox every morning is the trade evaluations from yesterday with the customer, the quote, and the stock unit attached,” he says. With today’s higher interest rates those analytics are the key to success.
Watch or listen to the podcast for more ways to add value to your customers’ experience. Learn how to increase:
- Analytics, data, and metrics
- Knowledge of your sales cycle
- Predicting the needs of your customers
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