Buying Advice A dealer looking for your input

[ytranch08]

It happens ALL the time. Customers will come in to get the best price you offer, then head over to another dealer, show them what you offered, and the other dealer will beat your price. This is the reality of things.

What you need to do is be able to "listen" to words the customer uses. References. Hear what they are saying and read their body language.

From this, you'll be able to tell whether to waste your time on them, or if they are a serious buyer.

There is a book called 'S.P.I.N Selling' that I would recommend you reading. If you study it (the book); you'll be able to tell who's buying and who's B.S.ing.

I had a customer who came in to my store to purchase a round baler. I closed on the deal quick. When it came time for him to pick up the unit, he went over to look at it, then started to whine about missing parts, etc. I then quoted him a new baler.

After my mechanics showed him the baler and how to use it, he back out of the sale. There was nothing wrong with the baler, he just wanted it to be field ready. How can a baler be "field ready" when the customer hasn't even taken the unit out to the field to use it?

You have to learn from the lost sales.

It's nothing you acutally did wrong- you have to add value to your product and services.

 

[Morgan Kubota]

Man you guys have some great posts here. Definitly a credit to the site. I always like to take some time and get some customer imput to help my dealership grow and help serve our customers better. Some great ideas have generated from this site. Thanks again guys!!


( also to the few who commented about "singling a dealer out", can definitly respect that point and rest assured I did not use the actual states and locations. I got to keep some things a secret. But thanks for the posts just the same. )

 

[scootr2d]

I agree with MMagis to a certain extent, you should have been given the opportunity to go with a counter offer, but since you say you gave "him the best price you could" that would have been a moot point.

Sadly, I have found that in almost every case when it comes right down to it, the "best price you can do" is a moving target so to speak. When I am "negotiating", I tell the dealer right up front to give me the best possible price as I do not haggle, if the price is right I will buy it and if not I won't. I can think of no occasion in which after I left the lot I did not receive a call with a counter offer. I never go back.

That being said, I now make an exception with tractors/equipment as I have a dealer and salesman I trust with an excellent service department and when I ask him what his best price is, I take into account the quality of service as well as long term relationship and buy even if I believe I can get it a little cheaper elsewhere.

However, as MMagis points out if the disparity in price is great enough, then it does become the preeminent factor.

Most of us work very hard for our money and loyalty, customer service is only going to get you so far.

Great summation. My sentiments exactly. fortunately I was a lucky one , great price , exceptional after purchase service , and local dealer support.

Morgan Kubota ,
I do have one question though (maybe I missed it in previous posts ) was there ever a follow-up sales call placed to purchaser asking other then the 600.00 was there something about the negotiations that I could have done better to win your business?.
(emphasizing no harm no foul cause you did provide your best price up front, it's important for this customer to know that and actually hear that to cultivate future relationship)

and an - I wish you all the best with your purchase, and please call on us for your service needs. (this may help lead to further sales down the road) .

 

[scootr2d]

Wow- just read this thread and I think the OP is better off not getting the deal. I say that because even though you spent alot of time to get one sale and didnt get the sale. The "failure" to get the sale is actually a sucess. Having a clueless person not able to comprehend the operation of a tractor and need "hours of teaching" will probably be nitpicking and needing warranty work for every little thing causing a rift between the customer and OP if you get my drift.

Sometimes it better to let bygones be bygones.

I disagree

We knew we needed (not a want , a true need) a tractor however we never owned one before, so my wife and I gathered our requirements - land size , types of terrain , Jobs we needed it to perform, etc.. however we was absolutely clueless as to a tractors "operation". My dealer spent time assessing our needs , placed us in the appropriate tractor with the appropriate tires etc. After the sale was made and before delivery to my homestead, They then scheduled a class Tractor 101 for My wife and I.

1.) Outdoor operation (Where we actually learned through use on their dirt lot how to attach , detach , FEL , Backhoe , digging operations, lifting, PTO operations etc)
2.) maintenance. - we then brought tractor inside and service team took over - they walked us through every aspect of maintaining our tractor.
3.) Safety, Safety , Safety
4.) implements - The dealership next covered implements what they did and what we should invest in when we can afford.
5.) then based on my original requirements the dealer welded on an additional chain hook on FEL at no charge before delivery.
(which has been a life saver on my body)

I do not nit pick my dealer, However I do rely on this website , and the service guys at my dealership to educate when I have questions. This has only strengthened our relationship with our local dealership and I will certainly do business with them in the future. I feel because they spent so much time with us up front educating is the reason why we "don't need to nit pick" and need constant warranty work. - and due to this wonderful experience guess where we will probably purchase the majority of our implements from?

Additionally , I bet if a dealership offered sat or sun 4 hour classes on how to operate a tractor for say 20 bucks , provided some take away literature, some classroom and real life hands on application time, an assessment / requirements hand out sheet for attendees and a small survey at end of class that could be collected.

one - I bet the classes would fill up with potiental first time buyers or renters, two- this would go a long way to generate rentals and /or future sales. three - it would help them better gauge their MKT base to know what types of tractors and implements to keep in inventory.

I use to teach SCUBA , The store owner approached me one day and said no one is buying the new dive computers(very expensive back then). I asked him have you tried taking out of the store display case and incorporating them in your dive classes instead of the old gauge models (less expensive) you provide the training students to use?

Well he did just that and low and behold he could not keep enough of them in stock. everyone who attend SCUBA classes purchased the new computers cause that's what each graduating student learned with , became familiar with, and were less intimidated with using.

Everyone starts at ground zero sometime in their life. It's nice to know there are those out there willing to share and pass on their experience and knowledge for others to learn from even if it doesn't ultimately generate into a sale.

 

[JOHNTHOMAS]

Yes, we do pay for them at a point. We have a set number of months before we start paying interest on whats on our lot.

I notice you don't tell how long that point is or that set number of months. Maybe other dealers sell theirs before that point or number of months is reached meaning they do not own or pay interest as I said making my statement true. Maybe you don't sell yours quick enough meaning yours do cost you more than they cost some other dealers. If that's the case then some dealers have to charge more than other dealers to make a margin of profit.
Happy selling and may the buyers all show up and buy from you before you have to start paying interest.:thumbsup::thumbsup:

 

[eclecto]

This is Bruce again from Dayton, OH. I didn't want to only complain, we have a Subaru dealer in Fairborn, OH that I don't even question the prices on because I trust them completely for parts service and new cars. Beau at Wagner Subaru. I have others too, but they are falling due to cutting corners. Price is important but on a Kubota it's a long term relationship, so stick to good service, there not lease cars!!!

 

[MessickFarmEqu]

I notice you don't tell how long that point is or that set number of months.

It varies by product line and how you order, along with some other stuff. We pay interest on maybe 10-15% of our Kubota inventory, its pretty easy to turn things quickly enough that its not a problem.

 

[JOHNTHOMAS]

It varies by product line and how you order, along with some other stuff. We pay interest on maybe 10-15% of our Kubota inventory, its pretty easy to turn things quickly enough that its not a problem.

That's what I thought. I know you guys aren't watching them grow, or adopt them, you get em in and get em out. That's the way to do business successfully.:thumbsup:

 

[foggy1111]

I grew up with my father being a dealer....and while my career took another path....I've always paid attention to the 'chinery biz.

Times are changing. When I was growing up there were at least 8 tractor and implement dealers in my small town. Even the hardware stores sold many types of implements. Now there are two dealers...and they are much smaller than in times gone by.

Farmers and CUT owners are forced to drive longer distances for parts and services....and often are not sure the dealer will be in biz in the years to come....as things change quickly. The co-op's here never used to handle machines....now they are huge in the machinery biz.

Dealers don't trade as easy as they once did.....now many take the used stuff to the consignment yard or sell it on Craigs List or ebay.

I think many of the old-time farmers and those with some "whiskers" try to stay loyal to their favorite dealers. But loyalty has changed over time....not only in farm machines.....but look at our car dealers and even our hardware and lumber business'. It's all about sales volume...little about service. To me parts and service are still important....and I am willing to pay a fair price to a good dealer....but I think many are not.

Just rambling thoughts......Its sure a dog-eat-dog world. I wish it was like time gone by.

OH....and I can still remember looking at about four unsold combines....with curtailment payments looming. YIKES!!!

 

[eclecto]

bruce from dayton, oh again,
I've been following this and keyman1808 said something that makes me think, he said he didn't want to put lobster on his table every night, which makes me ask what is it that the other dealer (or you) does with that extra cash, did he buy lobster, and you put it into inventory? If every time I go to the dealer for a part it has to be ordered, no matter how small or common, eventually I will just buy online myself, especially if it is quicker and cheaper. One dealer I have (unfortunately not a Kubota dealer) only orders parts 2 or 3 times a mo when he gets his minimum achieved but he ALWAYS gives me the option to order right now and pick shipping times and services. I get to decide how badly I need it and he STAYS ON TOP of the order till it is in my hands, even if he has to call me several times if he knows I needed it. I say this knowing what it costs to inventory, so I do not expect my whole tractor to be in stock, but it also should not take 3 weeks to get a oil filter for an L35. Somewhere between these is a balance of bookkeeping and good service. I need to know (or at least feel like) you are going to be on my side and working for me. After all in a sense you are my employee since I am paying your wages. So like any employer the harder you work for me the more I am willing to pay you. No one likes to screw off more than me. However there is a time an place for it. So at work my time is important to me. I do take a lot of time to pick a place of business but when I do the BS'ing is over. I want to bring my equip into the shop and you call when it is ready or I call you w/a part number from my manual and you tell me how much and when, then call/deliver it when it is in. I want this in a timely manor with at least the feeling that you did your best for me. I don't want to hear about your daughters wedding unless I ask,and I don't want to have to tell you about my dog dieing unless you really want to hear it!!
I have a 172 tires all connected to chunks of steel than burn fossil fuels and there isn't one out there that I don't think of as a personal toy. To you your shop is a place of business, or should be. But to some, especially the CUT home owner types, you are a giant toy store and you bring out the kid in us. So they will suck your time, but they should buy from the guy that gave them his time. AFTER ALL, OUR TIME IS THE ONLY THING IN OUR LIVES WE CAN NOT REPLACE!!!