by Heather Hetterick | Apr 22, 2026 | Harvesting Potential
When I worked at Time Warner Cable, now Spectrum, we spent much of our time and marketing budget getting people to experience something they already had. Phone. Internet. Cable. We weren’t trying to convince them they needed those things. They already have them. We...
by Zach Hetterick | Mar 24, 2026 | Harvesting Potential
One of the biggest misconceptions about leadership in equipment dealerships is that strong leaders “jump in and do whatever needs to be done.” It sounds admirable. It feels supportive. It even feels like leadership. There is a time and place for that. However, dealer...
by Zach Hetterick | Feb 25, 2026 | Harvesting Potential
When pressure builds inside a dealership, the response is predictable: “We need more people.” Another technician. Another parts person. Another service writer. Someone for warranty. Someone for training. Someone in accounting. Suddenly, everyone wants what I call a...
by Zach Hetterick | Feb 4, 2026 | Harvesting Potential
For many equipment dealers, the plan sounds like this: sell more. More deals. More units. More revenue. It’s an easy goal to rally around. Volume feels like progress; it’s visible, measurable, and motivating. In a strong market, it can even hide a lot of inefficiency....
by Zach Hetterick | Dec 16, 2025 | Harvesting Potential
January is pivotal for equipment dealers because it’s when momentum is either captured or lost. The choices made now determine whether that momentum carries forward or fades as the year unfolds. It normally feels slower since December is one of the busiest months, but...
by Zach Hetterick | Aug 5, 2025 | Harvesting Potential
When most heavy equipment dealers start thinking about selling, succession to family members, or simply understanding the value of their business, they assume a few key metrics will tell the whole story: annual revenue, net profit, EBITDA, and perhaps the value and...
