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First of all, I have absolutely no hands-on experience with this particular business.
I am, however, a successful (wholesale insurance) salesman. I can't imagine that wandering from jobsite to jobsite is an efficient use of your time. For one thing, I doubt that the actual buyer would be there very much, especially when your machinery will probably retail well into the six figures.
I think you're best served by looking for large buyers of this kind of stuff, like rental dealers, the large contractors, etc.
As far as calling the other 50 guys who sell your brand, well I can actually help you with that since I do it every day. You have to be accessable. You have to deliver better than the other guys. You have to be able to demonstrate a difference between you and your cohorts, and you have to do all of it every single day. Return phone calls instantly. Respond to emails within minutes, or better yet, call them back. Take them to lunch. Bring lunch to them on a busy day. Find the best financing terms available anywhere on the planet. Make them think that they're your most important customer EVER, even if they've never bought a piece of equipment from you. Make them think that you sit around all day, every day waiting for their call or email, even if you're sitting in the delivery room, waiting for your child to be born.
It doesn't matter what the reality is if you're delivering the same product as everyone else. Their perception of you is all that matters. If they think that you work 24/7/365 on only their needs, they'll come back again and again.
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