Sea of Opportunity: Tips for Organizational Networking

Dawn Patrol

Here’s a fun fact: bottlenose dolphins and “false-killer whales” (which happen to look like orcas) are distinct species, but often form interspecies “super-pods” to coordinate hunting, with dolphins eating first and making way for the false-killers to prey upon smaller mackerel schools that hide among larger fish. In fact, dolphins and false-killers not only hunt together, but socialize, travel, rest, and even babysit in groups, forming lifelong bonds that occur over many years and great distances. At first glance, there’s no reason for these separate species to interact, but they’ve learned that together — in numbers which can reach into the hundreds — they can accomplish complementary goals. That diverse groups provide opportunities for mutual gain is a lesson commercial salespeople should learn as well. Continue reading “Sea of Opportunity: Tips for Organizational Networking”

New Recommendations for Trucking Safety from the NTSB

NTSB Truck Safety.jpg

Humble truckers may not often mention it, but the work they do can be very dangerous. It’s an unfortunate – but well-known – fact that thousands of people die every year in transportation accidents. In trucking, drivers are constantly faced with heavy traffic, distractions, stress, fatigue, and sleeping problems. As we look to solve issues in transportation, a changing world and innovations in technology can introduce new threats, and new solutions. Continue reading “New Recommendations for Trucking Safety from the NTSB”

10 Tips for Building the Best Commercial Dealership Team

happy and confident team leader in front of his group

I get phone-calls and emails almost weekly from new commercial vehicles salespeople. Many of them are near the end of a three- or six-month draw against commission and are looking for answers on how to survive when their draw disappears and their income becomes based on commission. I typically ask the same questions — and receive the same answers:

Q: “What has been your main prospecting activity?

A: “I was told to knock on doors of local businesses.

Q: “Have you attended any trade associations or group functions?

A: “I only go to the Chamber of Commerce events.”

Q: “Doing those activities, have you had meetings with decision-makers?

A: “Very rarely. How do I get those appointments?

You get the idea. Only a small percentage of these new hires make it past the guaranteed draw period, much to the frustration of the commercial sales manager. What sets apart the dealerships that seem to consistently find success when building their team? In my view, the answer lies in developing and implementing quality hiring, training, and management practices. Here are 10 tips (3 tips on hiring, 5 on training, 2 on management) to help you build the best dealership team: Continue reading “10 Tips for Building the Best Commercial Dealership Team”

Scrappy Marketing on a Budget: Create Referral Programs

Boxing Gloves Hanging In Change Room

In a highly competitive market, the struggle for exposure can be difficult and expensive, and sometimes your own resources aren’t available for a costly campaign blitz. This is why commercial dealership success requires a nimble-minded ability to think outside the box and develop advertising solutions that don’t break the bank. In other words, commercial dealers need to learn how to be scrappy in marketing without spending a dime — or at least, spending very few dimes!

It’s important to keep in mind that being scrappy with resources doesn’t mean a dealership’s marketing strategies should suffer. Even on a tight budget, commercial dealers can maximize exposure, cultivate a sterling reputation, develop a leading voice, and become a powerhouse in sales. In Part 3 of our Scrappy Marketing on a Budget series, we’re discussing how that success can be achieved when dealers Create Referral Programs!! Continue reading “Scrappy Marketing on a Budget: Create Referral Programs”

How to Lose Vehicle Sales

Businessman cowering on blue blackboard background with chalk drawing of

Yes, yes, I know the title sounds negative. Losing sales, after all, is a dealership’s worst nightmare. But talking about what NOT to do helps dealers identify mistakes to avoid and highlights the more productive solutions commercial salespeople should pursue. It’s an important conversation, because some of those pitfalls are not just small stumbles along the way, but major setbacks that contribute to missed sales opportunities and negative attitudes among sales team members. In other words, highlighting “How to Lose Vehicle Sales” allows us to have a discussion about if your dealership’s systems and practices perpetuate a culture of success or failure. Let’s dig into 3 quick scenarios: Continue reading “How to Lose Vehicle Sales”

Scrappy Marketing on a Budget: Grow Social Media Influence

Boxing Gloves Hanging In Change Room

In a highly competitive market, the struggle for exposure can be difficult and expensive, and sometimes your own resources aren’t available for a costly campaign blitz. This is why commercial dealership success requires a nimble-minded ability to think outside the box and develop advertising solutions that don’t break the bank. In other words, commercial dealers need to learn how to be scrappy in marketing without spending a dime — or at least, spending very few dimes!

It’s important to keep in mind that being scrappy with resources doesn’t mean a dealership’s marketing strategies should suffer. Even on a tight budget, commercial dealers can maximize exposure, cultivate a sterling reputation, develop a leading voice, and become a powerhouse in sales. In Part 2 of our Scrappy Marketing on a Budget series, we’re discussing how that success can be achieved when dealers Grow Social Media Influence!! Continue reading “Scrappy Marketing on a Budget: Grow Social Media Influence”

Commercial Truck Trader’s Charles Bowles to Host UTA Webinar

Charles BowlesCommercial Truck Trader, the leading online classified marketplace for commercial vehicles, is excited to announce that Charles Bowles, Director of Strategic Initiatives, is partnering with the Used Truck Association‘s Training Committee to host a webinar titled “Digital Sales Best Practices,” which will be held on October 25th at 2:00pm EST. Continue reading “Commercial Truck Trader’s Charles Bowles to Host UTA Webinar”

Scrappy Marketing on a Budget: Develop Provoking Content

Boxing Gloves Hanging In Change Room

In a highly competitive market, the struggle for exposure can be difficult and expensive, and sometimes your own resources aren’t available for a costly campaign blitz. This is why commercial dealership success requires a nimble-minded ability to think outside the box and develop advertising solutions that don’t break the bank. In other words, commercial dealers need to learn how to be scrappy in marketing without spending a dime — or at least, spending very few dimes!

It’s important to keep in mind that being scrappy with resources doesn’t mean a dealership’s marketing strategies should suffer. Even on a tight budget, commercial dealers can maximize exposure, cultivate a sterling reputation, develop a leading voice, and become a powerhouse in sales. In Part 1 of our Scrappy Marketing on a Budget series, we’re discussing how that success can be achieved when dealers Develop Provoking Content!! Continue reading “Scrappy Marketing on a Budget: Develop Provoking Content”

8 Essential Gadgets for Truck Drivers

Red big rig semi truck tractor going with empty flat bed semi trailer on the awesome winding road in green forest in Columbia Gorge area

Life as a truck driver is not easy. Even with a decent remuneration package being offered by companies, there’s still an ongoing shortage of drivers. The shortage of drivers is due, in part, to the hardships of life on the road, including isolation/loneliness and negative health impacts. Fortunately for drivers, there are a lot of gadgets that can help make the trucking life better. Here are some essential gadgets for drivers that make driving easier, safer, and more comfortable. Continue reading “8 Essential Gadgets for Truck Drivers”

Autonomous Cargo Drones Could Disrupt Transportation

Cargo Drone

Move aside self-driving semi trucks. It seems we had just begun the debate about the impact that autonomous big-rigs could have on the industry, when a new innovation is introduced that could have an even bigger impact on supply chain logistics and transportation: self-operating cargo drones.

It’s exactly what it sounds like; unmanned cargo drones are being developed in order to revolutionize the transportation of goods across local, regional, and national distances. As delivery companies are implementing package-carrying drones that bring small purchases right to your doorstep, the natural next step seems to be the movement of shipping containers with more advanced drones. Using hybrid engines, many of these aircraft will incorporate both rotary and fixed wings to take off and land like helicopters, while cruising across the sky like airplanes. And they may not be very far off. Continue reading “Autonomous Cargo Drones Could Disrupt Transportation”