There’s More To An EPS Reman Engine Than Meets The Eye.

Solid reputation in the industry for quality and integrity

Convenient, round trip freight, including prepaid, discounted outbound and return shipping

Large inventory of engines in stock ready to ship struggle to differentiate the role of an equipment salesperson and the role of a customer service sales rep.

At EPS, we’re absolutely committed to delivering the best quality reman engines and parts available anywhere. We also strive to make it easy for you to get what you need as quickly as possible, so you can get back to work. That’s why we provide so many “extras” that are all part of the deal when you do business with us.

➤ Large selection of remanufactured engines ready to ship.

➤ Reman parts, pumps and injectors and overhaul kits available.

➤ One of the industry’s oldest, largest and most reliable suppliers.

➤ Call us for expert advice!

Too often I see these roles rolled up into one function, where I believe these roles should always be separate functions and separate salespersons. Where an equipment salesperson’s objectives are the targeting and identifying of new equipment opportunities, along with quoting and selling of new/used equipment, if they are also tasked with providing aftermarket parts and service support that could lead to not having enough focus on one function over the other.

I believe having dedicated customer service sales reps will allow your dealership to provide focused and professional aftermarket parts support, along with dedication to targeting and obtaining service agreements and the upselling of service repair quotes.

Well-defined customer service sales rep function includes but is not limited to targeting accounts to develop and ensure aftermarket sales, ensure the growth of a dealer’s existing service accounts, and develop new and maintain existing rental equipment customers.

This dedicated function aligns with the dealer’s workflow to ensure a steady stream of service, rental, and parts business while working cross-functionally with said departments within the dealership. Having this dedicated customer service sales rep function allows the for the new/used equipment sales rep to focus on the functions of selling equipment.

In addition, as with the sale of new/used equipment to your end-customer leading to service maintenance and parts sales for your dealership, you could also see how targeting new customers through a dedicated customer service sales rep can also lead to the future sale of new/ used equipment to those end-customers as well.

Combining this with a great customer experience as I discussed in last month’s article, will lead to the continued growth of these revenue streams for your dealership.

Chris Aiello is the Business Development Manager at TVH Parts Co. He has been in the equipment business for 16-plus years as a service manager, quality assurance manager, and business development manager. Chris now manages a national outside sales team selling replacement parts and accessories in various equipment markets such as material handling, equipment rental, and construction/earthmoving dealerships..

Bottom Line Garry Bartecki