What Customers Need to Know Is: Are You Listening To Me?By Giles Lambertson
Article Date: 07-01-2012
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This is a tale of two contractors and the two sales reps from different dealerships who have forged lasting relationships through genuine, demonstrated concern for their customers’ success.
At a Caterpillar Inc. rollout event in North Carolina this spring, two CAT dealer sales representatives and two of their customers talked about their commercial relationships. In follow-up interviews for CED magazine, the four men elaborated on what it means to partner in the construction industry marketplace. The take-away from the discussions is applicable to any equipment dealer for any manufacturer anywhere.
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