Outdoor Power Equipment

December 2017

Proudly serving the industry for which it was named for more than 50 years, Outdoor Power Equipment provides dealers who sell and service outdoor power equipment with valuable information to succeed in a competitive market.

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Page 45 of 51

PRODUCTS PRODUC T N E W S 46 DECEMBER 2017 OUTDOOR POWER EQUIPMENT www.outdoorpowerequipment.com CATERPILLAR TO ENTER UTILITY VEHICLE MARKET On October 16, Caterpillar announced plans to enter the utility vehicle market. The company has entered into a manufacturing and supply agreement with Textron Specialized Vehicles Inc. and will offer UTV models sold through participating Cat dealerships starting in 2018. "We are excited about our introduction of the first-ever Cat UTV models," said Steve Schoening, product manager. "We look forward to offering a vehicle specifically designed to serve the needs of our existing as well as new customers. Cat utility vehicles will offer exceptional performance and stability at full load; superior reliability; and a quiet, spacious operator environment." The new Cat UTV models were developed in collaboration with Textron Specialized Vehicles Inc. (TSV), a division of Textron Inc. TSV manufactures utility vehicles and equipment to serve numerous industries, marketed under a number of brands. TSV product lines include Cushman utility vehicles, Textron off- road side-by-sides and ATVs, Arctic Cat snowmobiles, Jacobsen professional turf equipment, and E-Z-GO golf cars. Featuring a rugged steel cargo bed, the new UTVs from Caterpillar reliably handle up to 1,000 pounds (450 kg.) of material and tools, and they offer a 2,000-pound (900- kg.) towing capacity. The UTVs also provide ample headroom and legroom for tall riders. "Cat UTVs offer easy-to-access service points for maintenance, and customers can rely on the unmatched service and suppor t offered by par ticipating Cat dealers to keep their UTVs working at peak performance," added Schoening. BLACK INK TECHNOLOGIES ADDS NEW CLOUD-BASED CRM PRODUCT Black Ink Technologies, a SaaS analytics solution specifically designed for the outdoor power equipment industry, recently launched a new customer relationship management (CRM) product called "EyeOn Demand: Customer." "Many 'out of the box' generic CRM (customer relationship management) or SFA (salesforce automation) tools available can be difficult to use, cost prohibitive, or require lots of time and resources to customize for the specific needs of mobile salespeople selling industrial-grade outdoor power equipment to key accounts," said Jeff Winsper, president of Black Ink Technologies. "As a result, salespeople get frustrated, adoption wanes, thus leaving future revenue oppor tunities in obscurity within the sales process. EyeOn Demand: Customer is a powerful, yet practical solution to empower the mobile salesforce to engage with their key accounts in a more relevant and profitable manner." EyeOn Demand: Customer lives in the Cloud, allowing for greater flexibility for salespeople to quickly search, find, and connect to commercial accounts and prospects while on the road. The territory manager or in-store sales representative can, in less than 3 clicks, easily set up product demonstrations, track call history, email directly from the system, set up onsite visits with customers, and view location on a geo-map. The user's dashboard provides a snapshot on progress toward sales goals and highlights next-best activity to pursue. The CRM solution can immediately identify — based on past average time between specific customer purchases — if the account is in an "Active" or "Dormant" status, helping understand how to upsell or "re-acquire." For more progressive selling teams, optional advanced analytics and reporting are available to see the sales pipeline, and the next-likely purchase by product and timeframe. The purchase timeframe also informs users the right time to be connecting to their base. The solution also shows opportunities by product mix within each customer's portfolio, indicating how much time has elapsed since a certain product has been purchased, or areas where even a high-value customer has never purchased from a certain product category. Visit www.BlackInkTech.com for more product information or to request a demo. MARKETPLACE

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