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Selling & Spec’ing

Spec’ing Mixers

A variety of factors must be considered for these highly specialized pieces of equipment. By Denise L. Rondini, Executive Editor drondini@randallreilly.com  Customers typically expect their mixers to last for a number of years, so it ...

Spec’ing And The Driver Shortage

The way a truck is spec’ed can help the fleet attract and retain drivers. By Denise L. Rondini, executive editor As the economy continues its slow growth and the demand for freight continues to ...

Selling Safety

A variety of factors are involved in a customer’s decision to add safety systems to their vehicles. By Denise L. Rondini, Executive Editor Manufacturers have developed a variety of products designed to make today’s ...

Spec’ing Safety

Being aware of all the new safety components can help you advise customers on what is best for their needs. By Denise L. Rondini, Executive Editor From stability systems to collision mitigation systems and ...

Tips For Rental Success

You need to have trucks available and stay in contact with customers to thrive. By Denise L. Rondini, Executive Editor. The rental market is doing quite well these days. The utilization rate is high. ...

Habits That Hurt Sales

Certain actions can harm a salesperson’s ability to close the deal. By Denise L. Rondini, Executive Editor No matter what their level of experience salespeople can develop habits that limit their ability to be ...

Overcoming Sales Objections

Don’t panic when a customer says he needs more time before making a decision. By Denise L. Rondini, Executive Editor You are confident you have given a great sales presentation. The customer is nodding ...

Used Truck Update

It is a seller’s market, but you still need to make sure you understand the needs of potential buyers. By Denise L. Rondini, Executive Editor If you have used trucks on your lot, consider ...

Big Opportunity In Medium Duty

Become a consultant to these important customers. By Denise L. Rondini, Executive Editor A 78 percent drop is significant and that is what happened in the medium-duty truck market from 2006 to 2009, according ...

Help Customers Save Fuel

With fuel prices continuing to rise, they way a truck is spec’ed has become even more important. By Denise L. Rondini, Executive Editor Truck owners always want the lowest cost of operation and these ...

Retooling Your Sales Staff

As business starts coming back, now is a good time to take a close look at the skills and abilities your sales team needs to be effective. By Denise L. Rondini, Executive Editor Today’s ...

Leasing Update

Like most parts of the trucking industry, leasing companies have seen an uptick in business recently. The future looks bright for continued growth, although there are a few bumps in the road ...

Are You Ready For A Low-Cost Truck?

Trucks with less content and serious smaller price tags may be making there way to North America in the next several years. You need to understand them so you can decide if ...

Truck Sales: The New Reality

A focus on technology and relationship building are needed to be successful selling trucks today. By Denise L. Rondini, Executive Editor There was a time when some truck salespeople could count on the quality ...
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