It’s easier to sell equipment if you know its ins and outs.

For that reason, approximately 30 Briggs Equipment salespeople converged in Charlotte, NC, for a day-long session with Case Construction Equipment personnel to learn about the new 40-ton articulated trucks unveiled at this year’s ConExpo in Las Vegas.

Case Marketing Manager David Wolf said the 335 and 340 models offer a wider rear frames than its competitors. The 325 and 330 models also have wider rear frames. This feature allows for a wider bed, which means more material lies toward the bottom to lower the center of gravity. Also, the lift cylinders have been placed inside the frame to protect them from the environment and from rollovers.

In the morning, the sales force listened to a presentation detailing the features of the artic trucks. That afternoon, the group split into two for a walk-around of the vehicles and some hands-on time. Wolf said they were able to feel the braking power of the trucks without the use of service brakes.

While one group was out with the equipment, the other learned about Case Care, the company’s maintenance program.

Case product specialists generally lead these types of training sessions, but Wolf said the experience was a beneficial one.

“I’m learning from their customers’ experiences,” he said.

Briggs Equipment hosted a similar workshop in Raleigh, which hosted a dozen members of its sales force. CEG Staff

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