clavus

Does anyone out there have any experience selling (or buying) large construction equipment? I'm thinking about a job selling excavators and such, and have zero experience in the field.

What is it like?

I'd think one would call on a group of established prospects/customers, and you'd sell you machine vs the other brands. But maybe not. Maybe you wander from construction site to construction site, begging guys to take your front end loader out for a little spin around the neighborhood and hoping they don't call one of the 50 other guys who sell your brand.

Any insight would be helpful. I already buy and sell used capital machinery, but I'm thinking about doing something else.

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The_Jazz

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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Cynthetiq

okay... all i can say is that I better not read a post about how you were found naked on a construction site only wearing a hard hat on your head and one on your little clavus.

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clavus

Why do you think it's called a HARD hat?

__________________
Ass, gas or grass. Nobody rides for free.