Boost Your Profits - Market Focus
Construction Equipment Distribution magazine is published by the Associated Equipment Distributors, a nonprofit trade association founded in 1919, whose membership is primarily comprised of the leading equipment dealerships and rental companies in the U.S. and Canada. AED membership also includes equipment manufacturers and industry-service firms. CED magazine has been published continuously since 1920. Associated Equipment Distributors
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Boost Your Profits

Written By: Mary Sedor

Article Date: 07-03-2006
Copyright(C) 2008 Associated Equipment Distributors. All Rights Reserved.

Adding attachments is a sure way to buoy your bottom line.

Skid-steer Attachment manufacturers are predicting a 10 percent to 20 percent increases in sales - on average - for 2006, with some predicting increases of 30 percent and even 40 percent.

According to attachment manufacturers, the dealers who are selling the most attachments demonstrate the attachment, know their customers' needs and maintain a strong relationship with both the manufacturer and the end user.

"I think part of the reason we sell a lot of attachments," says Bob Henry, sales manager for Central Texas Heavy Equipment in Round Rock, Texas, "is being able to demo certain items. "Typically we have a unit to put in the customer's hand so he can touch and see how the attachment works. And, it's due in part to the manufacturer working with us."

In addition to strong relationships with end users, says Mike Lester, territory manager for Groff Tractor in Mechanicsburg, Pa., strong attachment sales depend on the strength of the product.

"We sell a lot of cold planers to the Pennsylvania Department of Transpor-tation," says Lester. "I think one of the reasons we've found so much success is because we truly believe in and stand behind the product."

Phil Paranic, operations manager and Hammerhead II product manager for Allied Construction Products suggests dealers making attachments available for rent.

"Most attachments are rented before they are purchased," he says. "The contractor wants to make sure the attachment is going to do what he needs to have done and that he can make money with it. The best way he can do that is to rent it before he buys it."

Keeping attachments in stock can also make the difference between getting the sale and not getting the sale.

"If you're the dealer with the attachment in stock," says Panaric," the customer will get it from you. If you don't have it, he'll go somewhere else to get it."

Dealers looking to boost profits should consider adding one or more attachments to every sale.

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