FEATURED ARTICLE
LETTER TO THE EDITOR: Spark Dealer Group Offers Different view
Following my editorial in December’s issue with regards to data management, we have had a flurry of calls and emails. It seems that, like me, once you start really thinking about how dealer...
How To: Have Your Best Year Selling In 2026
By John Chapin Every sales person talks about having a “breakout year,” but few actually do. The difference is rarely talent, luck, the economy, or even the product. The real difference is...
Dealers Turn Out For Equip Expo 2025
By Patrick Dunning Equip Exposition returned to Louisville for four busy days in October 2025 with its strongest turnout in 42 years. Nearly 30,000 landscapers, dealers and manufacturers...
Why Your Grandfather Would Outsell Today’s Salesperson
By John Chapin With the development of the internet, social media, “new” relationship and solution selling techniques, and most recently AI, there seems to be a belief out there that...
How To: Stay Motivated When Trying To Close A Sale
By John Chapin There are four forms of motivation: external negative, external positive, intrinsic, and peer. The best and potentially most powerful is the third one: intrinsic (internal),...
2024 Survey Report: What’s Changing, What’s Staying The Same
Results are in from PET’s 2024 Dealer Survey! The Power Equipment Trade dealer survey has been appearing in these pages biennially without fail since 1992—it is the longest running industry...