A Matter of Trust.

By G.C. Skipper, Contributing Editor

A strong relationship with your equipment dealers will keep the equipment triangle strong

"I only have one customer, and that's our company," says Dave Markey, CEM, vice president of equipment services for American Infrastructure. "A dealer has many, many customers, so he can get spread pretty far."

Yet, Markey says, he and other fleets depend on the dealer for sales knowledge about their equipment. "We can't just go online and order a tractor," he says. "We need a sales rep who is willing to ...

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