Equipment Type

Dealers Missing Billions in Sales: Cat

Caterpillar is giving its dealers an opportunity to develop a three-year plan to recover lost sales by the end of the year or they may face termination of their dealership agreements, according to Reuters.

May 21, 2014

Caterpillar is giving its dealers an opportunity to develop a three-year plan to recover lost sales by the end of the year or they may face termination of their dealership agreements, according to Reuters.

Caterpillar says its dealers are missing out on between $9 billion and $18 billion in potential sales. The Reuters report attributes these missing sales to dealers not taking advantage of available customer data, lack of communication among dealers, and inconsistent product and service offerings.

The company believes its dealers could capture additional revenue if they utilized diagnostic data from its machine to anticipate issues and increase parts and service sales. Dealers are also encouraged to work together to offer consistent solutions to customers who work with multiple Cat dealers.

Caterpillar CEO Doug Oberhelman says dealer terminations are "the last outcome and certainly not desirable," according to the report.

Read more

Source: Reuters

 
 

Comments on: "Dealers Missing Billions in Sales: Cat"

SUBSCRIBE TO OUR NEWSLETTERS

Optional
Optional
Type the characters you see in this picture. (verify using audio)
Type the characters you see in the picture above; if you can't read them, submit the form and a new image will be generated. Not case sensitive.

SUBSCRIBE TO OUR NEWSLETTERS

Optional
Optional
Type the characters you see in this picture. (verify using audio)
Type the characters you see in the picture above; if you can't read them, submit the form and a new image will be generated. Not case sensitive.