Sales Growth: Five Proven Strategies from the World's Sales Leaders by Thomas Baumgartner & Homayoun Hatami & Jon Vander Ark

Sales Growth: Five Proven Strategies from the World's Sales Leaders by Thomas Baumgartner & Homayoun Hatami & Jon Vander Ark

Author:Thomas Baumgartner & Homayoun Hatami & Jon Vander Ark [Baumgartner, Thomas]
Language: eng
Format: mobi
Publisher: John Wiley and Sons
Published: 2012-03-27T16:00:00+00:00


How do you avoid channel conflict?

It’s simply not an issue. Our number one focus is the customer. Of course, we have conversations with dealers, especially if we change things, but it’s definitely a two-way conversation. For example, years ago our dealers were skeptical about the equipment rental business. However, we were convinced there was great potential there. It’s turned into a major portion of our business and a great customer solution. Also, some years ago when we tried to implement a common ERP [enterprise resource planning] system with every dealer we got the message pretty quickly that this wasn’t going to work, so we instead let them have system flexibility as long as the interfaces and processes met certain standards necessary to keep us well-aligned and integrated.



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