Reaching out to all OEM Dealer Managers, Channel Managers and Area Managers. How well do you know your Dealer’s business?  Can you add value to their business whilst still achieving your sales targets? Accomplishing both is a sure-fire way to strengthen any manufacturer and dealer relationship ensuring mutual success.  The Hanss Group works directly with […]

Yes, of course there are, and they are numerous!  So, why do many manufacturers appoint successful sales reps into Dealer Manager roles and not take into account the vast differences in skills required for this new role? I don’t know why, but I know we can help. Transitioning from a traditional direct sales role into […]

One of the main roles of a Dealer or Channel Manager is training the field sales people.  How are your Dealer Managers undertaking this?  Is there a consistent sales programme used by all the Dealer Managers?  Is it in-house, in the field or combination of both? Do you perform regular evaluations of the field sales […]

Capital equipment dealership owners! How often do you evaluate the profitability of your dealership by department? By product line? By territory? Only a deep dive into the numbers can give you the right answers when it comes to analysing your business. You can only improve your business when you find what is causing the rot.  […]

As a new Dealer Manager and possibly in a new industry, one of your initial tasks will be determining the suitability of your current dealer network. Are they fit for purpose? Square pegs in round holes? Are some dealers living off the heydays of the past? These are all valid questions but dealer rationalisation must […]

Recently, I had the pleasure of being a guest on the podcast “Inside Agri-Turf – The Business of Buying & Selling” hosted by Chris Biddle. Agri-Turf is a podcast that speaks directly to those at the forefront of the agriculture and turf industry. From farmers to machinery dealers, the podcast covers a wide range of […]

Hanss Group Principal Jerry Hanss was chosen to be the topic of a recent article in Lift Hoist International Magazine. The article details about how global supply chain constraints and other issues are impacting the performance of lifting equipment distributors and how dealers can rise to the challenge. Other items in the article include Getting […]

It is with great pleasure that Hanss Group Principal Jerry Hanss has been selected to be part of national network of voluntary mentors with Help to Grow. Read below (taken from https://www.manchestereveningnews.co.uk/business/business-news/entrepreneurto-part-national-network-voluntary-25145001) An Oldham entrepreneur has been picked to become part of a national network of voluntary mentors to support Britain’s SMEs as the UK […]

A reasonable service labour sales target per engineer in the materials handling sector is between £14K-£17 per engineer per month. This does not include parts sales.  Are you close to this? Want to see how you can improve? The Hanss Group can help.  www.hanssgroup.com

According to the McDonald Group, on average a high profit forklift dealer will have a sales mix similar to the below: New Machines                               35% Used Machines                              7.5% Short term hires                            >8% Parts and accessories                   >28% Labour                                             >20% Customer Training                        >0.5%                  Does this reflect your business? Do you want to achieve this mix going forward?  We […]