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Selling & Spec’ing

Tax credits can influence truck sales

By Jason Cannon A small piece of the bridge over last year’s pending fiscal cliff included a depreciation allowance designed to spur capital investments and upgrades. “Bonus Depreciation” was extended through the end of ...

Selling fleets on service programs

Selling parts is great, but adding service and maintenance can boost your bottom line. By Lucas Deal, Associate Editor lucasdeal@randallreilly.com As we enter 2013, dealers nationwide are looking for ways to strengthen their business for ...

Marketing remanufactured components

Remanufactured components provide quality and price benefits to your customers. By Lucas Deal, Associate Editor lucasdeal@randallreilly.com Creating product options for a customer is just one advantage to selling OE remanufactured components in your business, says ...

Proper Appraisals Are Essential

Profitability in the used truck department starts with a correct assessment of the vehicle. By Denise L. Rondini, Executive Editor Drondini@randallreilly.com When done properly a used truck appraisal benefits all parties, according to Trevor Pasmann, ...

F&I: It’s All About Alignment

Having both a profitable sales and F&I department is largely a matter of ensuring they work together. By Denise L. Rondini, Executive Editor drondini@randallreilly.com Every dealer wants to be profitable, but if each department is ...

Overcoming Sales Challenges

Many things can impact a salesperson’s ability to close a deal. By Denise L. Rondini, Executive Editor drondini@randallreilly.com The events of recent years have caused many customers to radically alter their buying behaviors making the ...

How To Hire A Sales Star

Adding a sales assessment tool to your hiring process can improve your success rate. By Denise L. Rondini, Executive Editor drondini@randallreily.com Finding the right salesperson for your dealership begins with first defining what exactly you ...

State Of The Medium-Duty Market

Remember that medium-duty truck owners have special needs and you will be successful in this market segment. By Denise L. Rondini, Executive Editor drondini@randallreilly.com The market for medium-duty trucks is up 20 percent from last ...

Leasing Update 2012

Increased vehicle technology and costs can work to a leasing company’s advantage. By Denise L. Rondini, Executive Editor drondini@randallreilly.com The leasing industry began the year ordering trucks to replace its aging fleets, but since has ...

Understanding Clutch Dampers

Vibration is the enemy of the driveline. A clutch with the proper dampening properties can ensure long system life. By Denise L. Rondini, Executive Editor drondini@randallreilly.com There have been many advancements in the internal combustion ...

Qualifying Sales Prospects

You need to separate the suspects from the prospects to make the best use of your time and resources. By Denise L. Rondini, Executive Editor drondini@randallreilly.com No matter how successful you are at truck sales, ...

Spec’ing Natural Gas Vehicles

As natural gas powered vehicles gain popularity, you need to be ready to sell and service them. By Denise L. Rondini, Executive Editor drondini@randallreilly.com “Natural gas has clearly emerged as the most realistic alternative fuel ...

Walking Around Can Increase Sales

Taking his customer all the way around the truck is a good way for a salesperson to make his point. Denise L. Rondini, Executive Editor drondini@randallreilly.com   Today’s truck buyer is more savvy than ever and ...

Leasing Changes On The Way

New accounting practices could impact the truck leasing market.   Denise L. Rondini, Executive Editor, drondini@randallreilly.com   The leasing accounting rules will be changing in the not-too-distant future and that could have an impact on customers’ ...
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