Point2 Technologies Boosts Photo Upload Capacity on UsedIron.com and Manager Platform to 36 Per Listing

As many of you know, Point2 is a world class technology company, not a heavy equipment seller. Simply put, we build web-based software that helps our dealers and advertisers sell more equipment faster, at better margin and more efficiently. We do this by listening to what our dealers tell us and they’ve been telling us that having more photos helps them to sell more equipment as it keeps their customers on their websites longer, viewing their equipment. And more importantly, that it keeps their customers coming back because of the more accurate, rich equipment information. Our statistics also correlate photo count with leads. This is exactly the reason why we have just increased our photo upload capacity to 36 per listing!

Our dealers asked for it, we delivered it.

Here is the full announcement, released today. I look forward to any feedback or questions.

Mark Fuller
Point2 Technologies’
Point2 Manager
UsedIron

Point2 Technologies Boosts Photo Upload Capacity on UsedIron.com and Manager Platform to 36 Per Listing

Upgrade Improves Consumer Experience Online – Positions
Equipment Dealers for Higher Visibility and Impact with Buyers.

Saskatoon, SK and Vancouver, BC, April 21, 2009 – Point2 Technologies (“Point2”) today announced system upgrades to its global equipment search portal, UsedIron (www.UsedIron.com) and to Point2 Manager (www.Point2Manager.com), the industry leading inventory management, sales and marketing software platform.

The release represents close to a five fold increase in photo upload capacity on both systems.

“Our data indicates that listings with more photos engage more prospects longer, and generate significantly more leads,” said Zach Scott, Chief Operating Officer, Point2 Technologies. “With the majority of buyers doing their research on the Internet for both machinery and dealers, we are enabling our clients to capitalize on evolving online consumer expectations, without much effort and at no added cost to them.”

According to the Wells Fargo Construction Industry Forecast 2009 report, 73 percent of contractors and 89 percent of equipment distributors use the Internet to locate hard to find items. 66 percent and 86 percent state that they use the Web to research and to locate suppliers, respectively.

“Online buyers are skipping listings with few or no photos, and spending more time on listings with more to look at, especially in the used equipment category,” added Scott. “The segment is expected to benefit from a significant surge in purchasing budgets this year. Vendors positioned to capture more online buyer interest will stand to benefit from the trend, and we’re pleased to be in a position to facilitate such as opportunity for our clients.”

Representing a 140 percent increase versus 2008, the number of contractors who plan to purchase used equipment in 2009 grew to 48 percent, up from only 20 percent last year, according to the Wells Fargo Report.

Taking the hassle out of the photo upload process, Point2 Manager users can automatically resize and upload multiple photos for posting on UsedIron and other online marketplaces, with Point2’s unique, patented PUF (Photo Upload Facility) technology.

With a single click of the mouse, users can now also produce and issue professional looking quotes and equipment brochures that feature up to 36 photos, for maximum impact.

The Quote That Killed The Deal – And The One That Snagged It

Every serious lead is imminent business until proven otherwise, in any market condition. In today’s economy, business owners would agree that those leads are even more critical. Yet, as closing a deal comes down to the wire, we’ve come across many dealerships that bypass obvious opportunity to stand out from the competition. In some cases, at the management level, but predominantly, within the sales organization.

The issue seems to be recurrent and often out of sheer oversight. Another major reason is the lack of belief in the power of perception.

When a buyer looks to acquire an expensive piece of equipment, they not only size up available inventory, but more importantly, the dealers behind it. They want to transact with serious, well established, professional suppliers who offer and stand behind quality products.

The kind of supplier you want to do business with, you can rely on and trust.

Once you’ve made the short list, a seemingly small detail that could paint you as unprofessional or non trustworthy becomes the ultimate ‘Deal Killer’.

A key, image-laden opportunity – and risk in the selling process is the equipment quotation. Many deals can be lost to the competition at this stage of the transaction. But not because of price.

Sales teams produce, issue, fax and email quotes to prospective buyers every day. The quote is an important document that carries a dealer’s brand identity and is a clear reflection of their organization. Often, it is also the last opportunity to build trust and impress a decision maker who is most likely screening three or more quotes simultaneously, each vying to seal the deal.

It’s hard to argue that with all variables being equal, such as equipment age, price range and, condition, that the most professional quote – and the dealer behind it would not win.

Yes, it’s the image the dealer projects, that can make or break the deal. And this is not one to leave to chance.

Quotes are branding vehicles that have tremendous reach and impact. It’s critical that each and every quote professionally represent your dealership. Visual appeal, presentation, photos and more importantly, an error and typo free document are an absolute must. A seemingly small issue (typo or grammatical error) says a lot about your dealership, such as your attention to detail and professionalism. Progressive dealers have a deep appreciation for this issue, and have processes and systems in place that are simple yet highly effective to help them capitalize on this opportunity.

Automating the quotation process does not only increase productivity, but it’s also a fool proof way to eliminate common, unnecessary errors and enable your sales organization to present consistent, professional, reassuring quotes every time – so you can snag that deal!

Have a related story to share? Post your comments below or by email mfuller @ point2.com.

About The Author:

Mark Fuller manages Point2 Technologies’ global sales for the company’s heavy equipment dealer inventory management, sales and marketing software platform, Point2 Manager.

IEDA Promotes Members Listings on the Web

With the large majority of buyers starting their equipment search on the Internet, it is becoming increasingly important to publish / advertise listings on as many popular websites as possible. The announcement between the Independent Equipment Dealers Association and Point2 last week speaks volumes to IEDA’s focus on assisting its members to succeed in this area.

Keen to hear thoughts and experiences on lead generation through the Internet and which sites generate (or you think would generate) the most leads for you today.

If you have any questions about how to join the IEDA or about the announcement, post a comment or drop me an email at: Mfuller @ point2. com.

Mark Fuller
www.point2manager.com

Here is the full IEDA / Point2 announcement.

Independent Equipment Dealers Association and Point2 Technologies Expand Partnership

Deeper Alliance Boosts IEDA Membership Benefits and Value – Delivers Online Advertising and Lead Generation Program Across Membership Base

GLENWOOD SPRINGS, CO and SASKATOON, SK, February 09, 2009 – Independent Equipment Dealers Association (“IEDA”) and Point2 Technologies (“Point2”) today announced an agreement that will extend to IEDA member companies online advertising and lead generation technology as well as support services, as part of a new benefit package fully subsidized by the IEDA.

Under the new agreement, IEDA members worldwide can now automatically syndicate their listing inventory of used and rental heavy equipment, as well as attachments to IEDAused.com, a leading edge equipment exchange developed and powered by Point2, and to UsedIron.com, one of the industry’s largest equipment marketplaces online.

The agreement also extends to IEDA members free training and support, including assistance for equipment listing data transfers into the Point2 system.

“The IEDA is proud to be the first heavy equipment industry Association in North America to offer Point2’s world class listing advertising solution as part of its membership benefits,” said Mike Cunningham, President, IEDA Board of Directors. “We are constantly seeking new and innovative ways to help our members to stay on the cutting edge of business and grow their revenue. With more prospective buyers today relying on the web to research, buy or rent equipment, every single IEDA member company is now positioned to gain from the trend.”

“We have been successfully using the Point2 solution to manage our inventory and advertise listings since 2007,” said Randy Gogowich, IEDA member and Sales & Rental Manager at Edmonton, Alberta-based Emeco. “To have access to such world class technology and services will be a very powerful success catalyst for independent dealers, especially in today’s market.”

“An absolutely amazing service! Kudos to the IEDA for being proactive in offering such a valuable service,” said Keith Smith, IEDA member and Advertising Coordinator at Richmond, Kentucky-based Interstate Equipment. “Working with the Point2 team on the equipment listings transfer was a breeze. Within a week from adding our listings to IEDAused.com and UsedIron.com, our traffic surged. We’re extremely pleased with the results.”

“Effective marketing today must include wide distribution of listings online, without which revenue and growth potential are compromised,” said Barry Willick, President, Point2 Technologies. “We’re excited to work closely with a progressive Association such as the IEDA on this important initiative. Their leadership recognizes the potential impact of the web on business today and has taken exemplary steps to support its members in this area.”

According to the Wells Fargo Construction Industry Forecast 2009 report, the number of contractors who plan to purchase used equipment in 2009 increased dramatically, reaching 48 percent, up from only 20 percent in 2008, representing a 140 percent increase. 73 percent of the contractors and 89 percent of the equipment distributors responding to the survey stated they use the Internet to locate hard to find items. 66 percent and 86 percent said they use the Web to research and to locate suppliers, respectively.

The new program replaces a member paid syndication plan IEDA and Point2 introduced in 2007.

Using the Sales and Marketing Tools

Here is a general invitation to all the Point2 Manager and Express users for training on the site.  So whether it is ADDING/EDITING INVENTORY, PHOTOS or using your MARKETING TOOLS (quotes, brochures, inventory lists and Manager Mobile), contact Support.  We’ll get you and your people trained on all the latest.  Eve Marshall, Point2 Customer Support eve @ point2.com 888-955-7900 / 306-955-1855

How SCRUM Can Help Your Business

SCRUM is an advanced software development process that will help your business, albeit working its wonders from behind the scenes.

Technology innovation is what helps heavy equipment dealers around the world better manage equipment inventories and market their used machines effectively on the Internet. It allows dealer teams to access up to date product inventory, photos and detailed information on their Blackberry devices or other PDAs, essentially leaving a less equipped competitor in the dust.

Point2 just appointed Zach Scott to the position of CTO, which means more such innovation at an even faster pace can be expected by our customers.

And how does this directly affect you?

Software development lies at the heart of building and maintaining cutting edge technology, like Point2’s Manager Mobile. Scott has recently introduced to Point2 the SCRUM software development process, which promises just that.

We’d love to hear your questions or thoughts on how you are using technology in your dealership. And if you’d like an online demo of how dealers across North America are using Point2 Manager to streamline inventory management and enhance sales and marketing, drop us a note at mfuller @ point2 . com.

Trade In Headaches

Heavy Equipment dealers across the board are always looking at increasing productivity and profits, as the market is not helping much lately. It seems equipment trade-in assessments and valuations are turning into a real business pain. In talking to a few dealers over the past few weeks, many still have to suffer through duplicate data entry on their business system and website. Sales and admin teams each have their own way of capturing trade-in equipment condition information, stats and specs. I still can’t get over the fact that some sales people still write up trade-ins on a sheet of paper and haul it into admin to enter the information into the system. The assessment of the vehicle and hence its value / price is done purely based on experience and judgement. Often too, someone else then enters the machine data into the company’s website. Needless to say, data is inconsistent and the process is tedious and counterproductive at best.

Any real war stories related to vehicle/ equipment assessment you’d like to share? One dealer seems to have the issue sorted out, using simple technology [click here to read...] Keen to hear what others have done and what systems you are using.

Mark

T. Mark Fuller
Point2 Technologies Inc.
888.955.7900 ll 604.675.9393 X 226
mfuller @ point2 . com

Refresher Courses available on Sales and Marketing Tools

This is a general invitation to all our Point2 Manager and Express users to contact Support for additional training on our software.  So whether it is:

- ADDING/EDITING INVENTORY

- PHOTOS

- QUOTES

- BROCHURES

- INVENTORY REPORTS

- EXPRESS REPORT

- DATA EXPORT FILES

- SALES MANAGEMENT TOOLS

Contact Support, and we’ll get you and your people to get you up to speed.  Eve Marshall, Point2 Customer Support eve @ point2.com 888-955-7900 / 306-955-1855

How Important is Your Company Website?

What kind of emphasis and importance do you place on a website for your business? Your customers and prospective customers will get a distinct impression of your business from your online presence.  So what is your website telling people about your company?

 

Consider your website as your Online Store Front.  What does the customer-facing area of your business look like? Put that same level attention and effort into your website.  Your customers are going online more and more, and they expect you to be there. If you’re not, you can be sure that your competitors are.

 

Often I get the impression that a Website is not at the top of a dealer/contractor/business’ priority list, and I wonder why? I know the answer is that it doesn’t generate immediate gains and returned value.  However, if you think big picture and consider the long-term and potential increased business, it’s enormous! Those companies that have a well-designed, advanced website were industry leaders. Their site’s look great because they’ve taken time to mature and build content and stay with or even ahead of industry trends. 

 

So where do you begin? As you may have noticed, I like making things simple, easy tips or tricks that require a small effort but can have a huge impact.  I found the following articles very informative and straight-forward. 

 

This article describes the importance of a website to small and local business – they say “people expect it”: http://design.networksolutions.com/article-35.php.

 

And when considering the content of your site, this article give 7 items to keep in mind: http://ezinearticles.com/?7-Features-Of-A-High-Impact-Corporate-Website&id=477276

 

Finally, remember that you’re in business to build, sell equipment, source equipment, etc, not to do Web Design.  Save yourself a lot of time and headaches and leave it to the experts! Do you think a web designers would try to build their home themselves? Unlikely!

 

Good Selling!

 

Laura Watson

Commercial Manager

Point2 Technologies, Inc.

888.955.7900 North America

306.955.1855 International

lwatson @ point2.com

www.Point2.com

Google Maps introduced

Point2 Technologies is pleased to introduce Google Maps to its construction equipment marketplace – http://usediron.point2.com/.  View the exact location of the seller in Google Maps by clicking on the ‘Map’ link under each seller’s contact information.

For example: Brandt Tractor (John Deere dealer across Western Canada) – http://usediron.point2.com/Xhtml/Equipment/Details/P2/Excavator-Crawler/JOHN-DEERE/690E-LC/494720/ViewEquipmentDetail.html?src=www&vid=236  (note: this link will only remain active until machine is sold.  Visit the site for over 27,000 up to date listings from construction equipment sellers across the world)

P2HE Team – about us

Contractors and housing starts

Does your construction business operate in a market where you are experiencing a decline in construction starts?  Or is your market strong?  If you’re in the United States or Canada it certainly depends on what state/province of the country you are in; or which markets you serve.  Some areas might be booming and need to source machines for upcoming projects (such as here in Western Canada) while other areas may need assistance disposing of surplus machines.

A myriad of major news sources reported on September 19^th that “US Housing starts fell to their lowest level in 12 years last month, while permits for new construction also declined, pointing to a further weakening of an already battered housing market.“

Washington Post – http://www.washingtonpost.com/wp-dyn/content/article/2007/09/19/AR2007091902243.html

CNNMoney – http://money.cnn.com/2007/09/19/news/economy/housingstarts/?postversion=2007091909

If your jobsite is full of Caterpillar dozers, John Deere excavators, Komatsu wheel loaders, Volvo articulating trucks, Case backhoes, or Bobcat skid steers …

1. Look to online marketplaces (such as http://www.usediron.com/) to dispose of machines to a large audience of buyers…

2. Talk to your local dealer to consign machines (try www.aedauthorized.com/ for factory authorized dealers… or call the dealer you know best)

3. Contact an auction company that is active in moving machines globally (175 auctions a year with Ritchie Brothers http://www.rbauction.com/)

For some who you operate in a market where general construction is booming (such as our backyard in Vancouver, British Columbia, Canada), you may be in need of sourcing machines… try those same three options listed above!

Since our Blog is titled the future of heavy equipment marketing, we feel that online marketplaces will continue to be a solid means of connecting buyers with sellers (and vice versa).  If you use an online marketplace… we would suggest a couple things:

1. When procuring machines, the door should be wide open allowing you to communicate and deal directly with the seller

2. If you’re selling, the advertising rates should be competitive and no commissions should be charged

3. Ask for details on traffic from the marketplace as many might claim to be able to drive traffic and leads but it’s always nice to see proof (note: at Point2 we post UsedIron.com’s monthly traffic numbers on our Blog …see August stats – http://manager.wordpress.com/2007/09/05/usediron-august-stats/ )

4. Do some searches on Google (and other search engines) to see how the marketplace ranks

Call or email us today if you have any questions or would like to discuss any of the options available in procuring or disposing of machines. 

Chester Hagen

Vice President Sales

Point2 Technologies Inc. – http://www.point2.com/
888.955.7900 toll free || 306.955.1855 outside N.A.
We create innovative technologies that empower our customers to lead their field