Winning in Today’s Market

Dealers are adjusting to slowing demand for inventory. Equipment prices remain high, but as interest rates increase dealerships are concerned about holding costs and turning equipment quickly. 

“Winners and losers in this market are going to be determined by how well they manage inventory. Getting in the right equipment, pricing it right, and advertising it quickly is going to determine who wins 2023,” says Jason Hoult, President of Anvil App Works.  

Succeeding in today’s fluctuating market requires dealers to act quickly on opportunities. In a recent Moving Iron podcast, host Casey Seymour and Hoult discussed four ways Anvil’s CRM and inventory management solutions make that possible.  

1. Stay Informed  

The use of analytics when pricing used equipment can significantly aid dealers in turning equipment quickly. The Iron Comp’s feature by Tractor Zoom helps alleviate the dealer’s stress associated with pricing equipment quickly and accurately.  

“Tracking what’s in your area and following those trend lines when it comes to pricing is more important than ever,” Seymour says.

By combining Anvil’s trade evaluation tool with third party data providers like Iron Comps, allows salespeople to thrive with more knowledge.  

Hoult reflects on the convenience of having such data readily available. “When a customer walks into the dealership with an interest in equipment, I can instantly provide them with relevant information. I can show them similar items on our lot, detail recent sales and, with a single click, compare it to listings on the Tractor Zoom website,” Hoult describes. 

Ultimately, this process takes the pressure off the sale and enables the salesperson to feel more confident. 

2. Become More Proactive 

“We’ve written notes and reminders for years that say, ‘make sure to call Jim if we get this equipment in,’” Hoult says.   

Instead of trying to actively track incoming equipment for each customer request, Anvil’s Saved Inventory Search feature proactively monitors inventory and sends the salesperson a notification once stock becomes available. 

As soon as a piece of equipment is searched and saved for a particular customer, it is locked in. The following morning, a notification is sent to the salesperson as soon as it is available in inventory.  

Discussing the impact of this feature, Hoult remarks, “Consider the reductions in carrying costs, and providing good customer service. It’s a huge benefit to the salesperson, who doesn’t have to try to mentally juggle all the customer requests. That’s a win.”  

3. Track Leads 

Providing the sales team with real-time information moves equipment faster.   

Access customer information wherever you are working – whether you’re in the field, in the truck, or at the desk. The dynamics of sales conversations look very different if you are prepared before meeting with the customer.  

Hoult says, “Bringing leads to their day-to-day conversations, rather than creating drudgery by sitting in the office to make 500 calls at once, is the game changer for a lot of folks. 

“It’s so much more successful when you can treat people as valued customers and not just as a lead,” he adds.  

4. Know Your Customer 

While the focus of the sales team is selling equipment, they are also the face of the dealership. When meeting with a customer salespeople may need to answer questions about other departments, like service.  

Can they easily answer customer inquiries without digging through their paperwork?  

• Do they have equipment in for service? 
• Are they waiting for a delivery? 
• Are they due for maintenance reminders? 

By accessing the customer’s account in Anvil, sales reps can quickly see their inventory, view shipping dates, service schedules, etc., and use that data to address concerns or questions.  

Hoult says, “It turns an uninformed conversation into one where you have better control of the outcome, and I think that’s such a key part of the sales process.”  

Do you have the technology to succeed in today’s competitive market? See how Anvil’s mobile, modern CRM, and inventory management solutions help you win.  

See the interview:  WATCH»