Going against the grain in a down economy, JCB is rapidly expanding its dealer network in North America. In 2009, JCB has added seven new dealers and increased market coverage by five percentage points and the company expects this number to continue climbing.
“We search out prospective dealers in non-competitive businesses that are well managed and have the facilities available to successfully add JCB machinery to their line-up,” said Jim Fielding, general manager of dealer development for JCB North America. “Not only are we bringing in new dealers, we are focusing on re-engaging existing dealers and helping them to grow their businesses. Experiencing any growth under these difficult financial circumstances is unusual.”
By the end of 2009, JCB expects to increase dealer coverage by approximately 14 percentage points. According to Fielding, partnering with new dealers is one crucial step toward ensuring their success.
Cliff Anglewicz of Yale Equipment Services became a new JCB dealer in June of 2008.
“There is a reason why JCB is the third largest heavy equipment manufacturer in the world. They have outstanding team members; they work harder and make a real effort to exceed expectations. If you look at the structure JCB provides for future dealers, the business model is very good,” Anglewicz said.
Fielding also mentioned JCB’s continued focus on dealer development tools and support. They provide sales support programs, inventory financing, an identity program and a co-op advertising program. A formal training program for new dealers is in place, and JCB also provides sales and product training at either the dealer’s location, or JCB’s North American headquarters, located in Savannah, Ga.
“My employees are enthused by the products and selling JCB machinery brings a whole new energy to our sales staff,” Anglewicz said. “We are working with a vibrant company with great equipment and people. JCB machinery has brought a spirit to our organization that has helped us survive this recession.”
Fielding added, “By the end of 2011, we expect to have complete 100 percent dealer coverage across the U.S. We are well on our way to reaching this goal.”
For more information, call 912/447-2173 or visit www.jcbna.com.
