Nick T. Mavrick: Pick Your Customers Before They Pick You
IEDA Podcast
What if your dealership’s existing systems held the key to 5x sales efficiency—and you didn’t even know it? In this episode, Kim Phelan sits down with Nick Mavrick, a seasoned industry insider and founder of BiltData, to uncover how construction equipment dealers can unlock powerful customer insights already hiding in plain sight. From the early days of NationsRent and Volvo Rents to building data-driven tools exclusively for the CE industry, Mavrick has seen it all—and he’s on a mission to eliminate the guesswork that keeps sales teams stuck. Discover how top reps are using...
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Gay Gordon-Byrne: Right to Repair Pulse Check
IEDA Podcast
With many mic-drop moments and a no-nonsense approach to the right to repair (R2R) movement, Gay Gordon-Byrne returns to the podcast for an update about state and federal legislative activity. Tune in to discover if the states where you do business have passed or are working on R2R bills, and consider contacting your lawmakers to weigh in on how OEM restrictions affect your ability to repair equipment in your fleet and for your customers. Join your host, Kim Phelan, for an insider’s perspective and predictions on where R2R is headed next. Connect with Gay: Connect with...
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Troy Ottmer: Does Your Business Need a Check-Up?
IEDA Podcast
When we don’t feel well, we can take our temperature or go for a checkup. When our car is not performing right, we can check different gauges and look at various fluids and things. But is it possible for a dealer to perform checks on his/her equipment business to determine if they’ve got any operational problems? This month’s guest, Troy Ottmer, has been diagnosing and treating operational issues at equipment dealerships for about 20 years, and his overall industry experience is twice that long. He’s an expert worth talking to when it comes to helping dealers identify potential areas...
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Stephanie Smith: Wildly Effective Ways to Ignite More Sales
IEDA Podcast
Your customer is on a journey – are you helping or hindering their progress toward a sale with you? In this month’s episode, our guest tells you how to attract more equipment shoppers to your business and clear the speed bumps that cause them to go somewhere else. The first thing Stephanie Smith, founder of , wants you to know is that marketing doesn’t have to be hard or expensive. She’s going to help you tackle your marketing stumbling blocks and provide you with simple tips that produce shockingly effective results. Best of all, you’ve already got the most powerful tool in your...
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Nancy Proffitt: Peeling the Onion
IEDA Podcast
Buckle up for a deep dive into management with this month’s guest, Nancy Proffitt, fresh off a standout presentation at the IEDA Annual Meeting! A powerhouse in sales and operations, she’s packed with management wisdom and ready to share her playbook for construction equipment dealers. As a speaker and business coach, Proffitt has helped transform businesses—including a $6-million dealer that scaled to over $200 million. In this episode, she shares invaluable insights on trust (and what erodes it), the top three reasons employees leave, and how a business coach can uncover blind spots...
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John Dowling: Make Your Service Department Make More Money
IEDA Podcast
We’re kicking off 2025 with a bang! In this episode, CE product support expert John Dowling shares game-changing tools to make your service business more efficient and profitable. Surprisingly, it all boils down to one critical element: the paperwork. Drawing from a lesson taught by a gunnery sergeant during his Marine Corps days, John highlights why same-day service reports are just as crucial as fixing the machine itself. If your business services customer equipment, chances are bottlenecks in your processes are costing you significant money every month. John’s passion for helping...
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Mets Kramer: Breaking Down a Powerful New Tool for IEDA Members Only!
IEDA Podcast
For our final podcast episode of 2024, we welcome Mets Kramer to the mic! Mets is the mastermind behind the new IEDA app, and in this episode, he gives us an in-depth look at how this innovative tool will transform the IEDA membership directory into a powerful, user-friendly digital resource right at your fingertips. Tune in to discover where to download the app and how it empowers you to manage your company profile in real-time. Plus, find out how you can easily connect and communicate with other members with just a few clicks. Our conversation also takes a fascinating detour into key...
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Brad Spitzer: Rental and Used Sales Trends
IEDA Podcast
Much of Brad Spitzer’s expertise can be summed up with three R’s: Rouse, Rentals, and Real-Time Insights. Yet, there’s so much more to the Director of Client Services at Rouse Rental Insights. Brad, a dynamic voice in the industry and a featured speaker at the IEDA Midyear Meeting in Nashville, brings an unmatched perspective on market trends in used and rental construction equipment. In this episode, we explore Brad's deep dive into the drivers behind earthmoving equipment rental utilization, the latest trends shaping rental rates, and his forward-looking insights into where those rates...
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Milissa Wise: Mexico, Marines, and Machines
IEDA Podcast
Much of Milissa Wise’s life can be summed up with three M’s: Mexico, Marines, and Machines. Yet, there’s much more to the owner of , an IEDA member distributor. Milissa has built a strong, well-respected brand among resellers and end-users throughout Mexico, as well as Central and South America. With 600,000 Facebook followers, her equipment ads consistently receive “overwhelming” responses. In this episode, we explore her unconventional business model, her insights into her customer base, her journey into the equipment industry, and the lifestyle-friendly approach she chose,...
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Shawn Bonnington: Augmenting Your Customer’s Experience
IEDA Podcast
VizaLogix Augmented reality is an actual reality for construction equipment dealers today–no big ARglasses required. This could be the disruptive service your business needs to differentiate yourself from buyers and rental customers. A software called TethrIT Now from VizaLogix uses your customer’s cell phone (whether Apple or Android) to get immediate video access into a machine failure event, so your technician can either help your rental customer solve it remotely or know exactly what to bring for a field service call. Every interaction is recorded, timestamped, and archived. In this...
info_outlineWhat do you think about when you consider the subject of AI and your business – or more specifically, AI and your sales team? No question, the latest mainstream artificial intelligence offerings like Chat GPT have “skills,” but they don’t outperform what your people can do in terms of empathy, building relationships, asking great questions, and intuitively thinking on the spot.
AI is just one of four huge trends that are altering the landscape of sales. Our guest this month, Troy Harrison – “the Sales Navigator” – is a truth-telling sales trainer who’s breaking down some realities that maybe you’re aware of but either don’t have time for or don’t want to think about. But ignoring them could mean you potentially get left behind, so here’s an opportunity to consider what’s going on today with technology, your current salespeople, prospective new sales recruits, and your buyers/renters.
Got some windshield time in the near future? Pull up the podcast on your car speaker and hear what Troy has to say!
This conversation is positively loaded with relevant and ingenious insight that you can totally swipe right now for your equipment business. We hope it whets your appetite for more, because Troy is a guest speaker at the IEDA Annual Meeting in Orlando, February 16-18, 2024. Registration opens October 25!