1. Parts OnSite™ Dealer Best Practices
November 2014

2. Relationship & Expectations
Keys to Success
Relationship & Expectations
Customer Value
Goals

3. Dealer Customer Why Parts OnSite™ Candidate Potential
Build customer relationships
Increase part sales
Reduce competitive cost pressures
Complete good conversions
Reduce Cost of Operation (running a business vs finding parts)
Build a relationship (dealer gains a better understanding of the customers business)
Why Parts OnSite™
Large landscape contractors ($500K+ revenue)
Customers that understand value of uptime, quality parts and employee time
Candidate Potential
Committed to the landscape segment
Interested in increased margins & complete good conversion

4. Goals Setting Goals Achieving Goals
What are you trying to accomplish? Examples include increasing part sales, complete good conversions, or removing competitive opportunities. Define what you are trying to accomplish. Set the goal that improves your position in commercial mowing.
Achieving Goals
What challenges may stop you from reaching your goal:
Frequency of delivery from auto part stores
Online Retailers
Vendor Direct
What can your dealership do that can overcome each competitive challenge? Understand your customers pressures, plans, & problems. Each competitor may excel in a few areas to address your customers challenges, but using all or the resources available can allow you to bring more value to your customer.

5. Customer Value Solutions
Once you understand your customers pressures, plans, & problems, use the resources in your dealership & from Deere to provide a value proposition specific to your customer.
Dealer Resource
Customer Value
Dealer Resource
Customer Value
Sales Department
Gain customer feedback & model mix
STIHL®/Sunbelt
Access to high volume consumables
OEM Parts Quality
See PartsEXPERT belt, blade & filter quality stores
John Deere Financial
Maintain customer cash flow & extend payments
JDParts/PartsEXPERT
Access to OEM & Sunbelt part ordering & information
Recommended Stock & Inventory Maintenance Sheets
Easily identify parts to stock & maintain at customer location
Keep Green Guides
Quick Access to Maintenance Parts
Next Day & Same Day Parts Guarantee
Deere support for quick access to parts

6. Relationships & Expectations
Building
The equipment purchase cycle can be years, while the Aftermarket can be an everyday transaction. Building value through the aftermarket can help build the relationships that lead to increase complete good purchases. Once you understand your customer’s pressures, plans, & problems you can build a program to address each item. Setting expectations of what you can do is critical to building relationships.
Agreement
Confirm with your customer your plan & put in writing what is expected from the dealer & the customer.
Ownership
Who is the owner of the process. Having one person who owns, responsible for planning, routing, & communication is important to success.
Execute
Execute the plan & meet expectations. Make sure to review progress towards your goals & adjust as needed. If progress towards the goal is not as expected, review the process to understand where the gaps are & adjust.

7. Resources PartsEXPERT & Literature Resources
Recommended Stock (Parts OnSite Icon in PartsEXPERT)
Parts Quality Stories
Belts (Doc ID52854)
Blades (Doc ID 53002)
Oil Filters (Doc ID 52852)
Parts OnSite Brochure (DSPB58715)
Keep Green Guide & Suncare Guide (DSPG60269)
Sunbelt Catalog (B1CAT2015)
Total Parts Value (DSPB50586US)
Service Reminder Poster (DSPP58917US)
Right Part All Makes Poster (DSPP58916US)
Next Day Parts Guarantee Brochure (DSPB58689)
JDParts.Deere.Com
JDParts brochure (60928)
7A Right Choice Order Program & Sunbelt Loyalty Order Program
John Deere Finance