OEM equipment dealer excavators

Innovate to Improve OEM-Dealer Relations, Not Disrupt Them!

The OEM-Dealer Distribution Model Over 20 years ago, the Harvard Business Review published a commentary by the CEO of Caterpillar, website Donald Fites. The article is titled, “Make Your Dealers Your Partners,” and it discusses foreign competition, the importance of after-sale service, and the huge role that Caterpillar’s dealers play in maintaining Cat’s market leader…

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Podcast: The eCommerce Opportunity

In March of 2016 Alan Sage was the featured guest on top marketing consultant Bruce McDuffee’s weekly podcast show, Manufacturing Marketing Matters. As always, Bruce asks insightful questions and provides his own expert perspective. And Alan shares his predictions on the future of online and aftermarket sales for manufacturers who traditionally relied on dealer/distributor networks…

Image of a drill - the secret behind customer-centric service approach

The Secret to Helping Customers with After Sales Service

In an effort to increase customer satisfaction, differentiate from the competition, and achieve higher margins, the vast majority of OEMs have integrated some level of after sales service into their business model. For the most part, these forays into the service business go no further than spare parts supply for faster dealer repairs. While spare…

OEMs are worried about changing government regulations

3 Things OEMs Are Worried About in 2015

Thanks to new developments in technology and major supply chain shifts, the manufacturing sector is changing at a rapid pace. In the past year, manufacturing production has increased faster than real GDP growth for the first time in over a decade, and, according to the Institute of Supply Management, revenues are expected to increase across…