Reps Enhance Our Reputation

To stay ahead of the rapidly changing times, Peterson Tractor has implemented many new ideas both internally and externally. One recent innovation is the introduction of Commodities Sales Representatives. This position is the introductory step to the parts and service world of Peterson. A commodities representative is more than a “parts runner.” They can be one or all of the following at any given time: part deliverer, coordinator, liaison, and, perhaps most importantly, a source of knowledge.

A big part of the job includes the day-to-day deliveries to customers’ shops and jobsites. But with the commodities rep, Peterson Tractor is able to provide many services that customers may have never gotten from other dealerships. The onsite presence of the commodities rep means customers are thinking and talking about their parts needs, and it shows. Sales of such commodities like filters, hardware, and cutting edges have grown exponentially since the introduction of this position. In many cases customers are now putting the responsibility on us, the dealer, to keep their shops stocked with such items. We’re committed to being a dependable resource for our customers, and through our commodities reps, we have enhanced our customers’ trust in us.

For the rep, it’s a position where one can learn the ins-and-outs of how a business is run, whether it’s a customer’s operation or Peterson itself. A commodities rep works for the parts department, but also works daily with our service side in coordinating pick-up and deliveries of components, engines, and undercarriage. They are expected to be knowledgeable in products such as cutting edges, filters, and other basic parts. With this expertise, questions can quickly be answered, enabling the dealer PSSR to address the more pressing issues a customer may have.

The commodities rep position has potential for major growth. Within the past year it has expanded to Tractor’s San Martin and Santa Rosa stores. Customers have responded positively to this newly developed service. The best part is that it is beneficial to both the customer and to Peterson. Through this job we are developing a stable foundation for the training of future PSSRs.

Peterson has been able to capture, maintain, and grow our parts sales volume in G.E.T, filters, shop supplies, and Cat hardware. Having a commodities rep in each store is one of our long-term goals. We will continue to grow our coverage and provide the full service our customers expect from the first known Cat dealership to offer the services of a commodities rep as an added product support function.

The Peterson Tractor Commodities Representatives:

Brent Sullivan, Santa Rosa. (707) 576-1616,  cell: (707) 583-6037

Craig Dukes, San Martin. (408) 686-1195,  cell: (925) 683-1645

Art Uribe, San Leandro. (510) 357-6200,  cell: (510) 735-6055