Below are some helpful tools that I have offered over the years to hundreds of salespeople and managers. The first is a PowerPoint presentation of our Commercial Trucks 101 class. It is great for a refresher or learning from scratch. It follows very closely to our popular Commerical Trucks 101 class that has been given to over 1,000 salespeople and managers.
Our commercial inventory management system is in three parts below. Feel free to use or modify as you see fit.
See more information at our Commercial Truck Dealer Success website: www.ctsdealer.net.
This is our Commercial Trucks 101 class online powerpoint version of our 2.5 hour very popular class on the basics of commercial truck knowledge. It is set up in a similar question and answer format as the standard in-person class.
Below is the single most powerful tool we've used in commercial truck operations--not only our own, but all those we've consulted with as well. It is setup in an easy to use Microsoft Excel spreadsheet format and consists of a stock spreadsheet and a sold spreadsheet. This makes it easy to copy and paste when a unit is sold or traded. There are many fields that have calculations built into them. Included also is a pdf version of the explanation of how to make use of it. If you have any questions, contact Terry at firstname.lastname@example.org and I will be happy to answer as needed.
The two spreadsheets below help to balance the inventory based on information in the book, Commercial Truck Success. One spreadsheet is without calculations, the other with, depending on whether you want to do it manually or electronically. I always preferred the manual way personally, so both are attached.
The idea of balancing the body types is something that helped me in my own operations and those that I have worked with.
Here is a wonderful tool developed recently to help dealers consider options when they place orders with body companies. It includes eight body types and each can be printed individually or collectively and is intended to be a body order template that you can fax or email to any body company as an order.
The body types included are: Combo Body (a service body with a work platform), Contractor Body, Dump Body (all types), Flatbed Body, Landscape Body, Plumber Style Body, Service Body, and Van Body or Dry Van. Each form has the appropriate common options and some that are a little less common, but important.
Presenting solutions to end users and their truck use problems is the most effective way to build a solid relationship. Stocking trucks with options helps you get that done and helps the end user see something in person that they may have never seen before. I know in my own operations, that options were so powerful and even more than this, much more profitable. When everyone stocks the same old standard truck, there is nothing left to talk about except price. Options help get the juices flowing in the sales team and the end user. This tool will help you remember to order options and have variety.
Accepting the Sales Challenge: A Career Guide For the Advancing Professional By Terry Minion
Below is an eBook version of a book I wrote that is geared toward a salesperson who is thinking of sales as a career instead of just a job. It is somewhat biographical and was written during the first year of my first Commercial Truck operation opportunity. It was published in March of 1990. This link is the original manuscript format in a PDF file. It is broken into two sections. Section One is about sales and learning how to grow in sales. There are summaries at the end of each chapter. Section Two is titled "So You Want To Be a Manager. . ." and is intended to enlighten and encourage those who wish to make that bold move into Sales Management (not for the faint of heart). Based on good input from people who have read this first effort, I offer it here. Enjoy!
The Spotlight is on the NTEA, or the National Truck and Equipment Association. This organization can be a great help to you through their website. They also work behind the scenes to help make better standards for body manufacturing. Any body company of any importance is a member of this fine organization.
One of the great ways they can help you on a day to day basis is the industry search feature on their home page on the right hand side of the page. Let's say you have a customer who wants a glass body for their glass business, but you are unaware of any body companies who make that kind of body. Just go to the Industry Search tab and then click on Advanced Search and go to the Body Type and look at the drop down list for Glass Rack. Then you can search a city, California, or the whole country. When a dealer calls me about an unusual body, this is exactly what I do. I have used it for many years. It is an awesome tool to help you make more sales.
Take a few minutes to check out their website and try a search so you will know where to go when the need arises. The Spotlight is on the NTEA. A great resource and a great organization.