CSM Corner

Author: Josh Iverson, CSM II

Q4/Q1 Commercial Sales Strategy: Maximizing Inventory, Traffic, and Team Efficiency 

1. Data-Driven Inventory: Stocking What Sells Now and Next

The Market Demand report in your Commercial Business Intelligence (CBI) portal is a powerful tool to shift from "gut instinct" to predictive intelligence.

• Consult the Market Demand Report: Work with your CSM to review the Market Demand Report in the CBI portal. This report provides a window into what commercial buyers in your geographic area are actively searching for, including high-demand body types.

• Inventory Planning for Q4/Q1: Use this data to be a strategic partner: if the report shows high demand for service trucks but your inventory is heavy on cargo vans, there is a big opportunity to adjust your stock to meet market demand. This approach of linking market insights to inventory reduces carrying costs and helps you stock high-demand vehicles.

• Prioritize Feature Vehicles: Identify the Top 5 High-Demand Inventory Units to receive prime placement on your WTS site, feature banners, and specific calls-to-action.

2. Strategic Acceleration: Driving Traffic and Leads

To capture maximum commercial sales in the final push of the year, it's time to supercharge your marketing efforts.

• Revisit BusinessBuilder/Communicator: Now is an ideal time to check in with your CSM about adding BusinessBuilder (Fully Managed Digital Ads) or Communicator (Email Marketing).

  • BusinessBuilder expands your audience by putting your commercial vehicles in front of qualified buyers via Facebook, targeting highly specific audiences based on your inventory.

  • Communicator is the easiest way to stay connected, feature up to 6 vehicles in an email, and drive traffic to your website.

• The Service Opportunity: Commercial customers are your best service customers, and now with inventory slowing purchases down, you need to keep your service bays top of mind for them. Targeted service offers on Facebook will become more engaged with your dealership, and becoming a service customer increases the odds that they'll look to you when they're ready to buy.

3. Internal Marketing: Empowering Your Truck Pros

Give your sales team the tools to prospect and close deals efficiently using the platform features you already have.

• For Higher Level Packages: Utilize the Resource Rack and 2-Minute Prospecting tool. This allows salespeople to insert vehicle upfit resources directly into prospecting emails and track when buyers open them, providing buyers with critical information and enhancing the sales experience.

• For Base Packages: Focus on on-the-lot marketing. Use the printing features to generate the Vehicle Details Flier or the Upfit Window Sticker. Both can include a QR code linking directly back to the vehicle listing page on your website, driving on-the-lot traffic to your digital storefront.

4. Looking at the Bigger Picture: Group Sites

As you focus on end-of-year sales, consider how your dealership is positioned for growth in 2026.

• Identify Sister Stores: Does your company have other stores that aren't using Work Truck Solutions? Expanding the platform across your organization can yield significant benefits.

• The Group Site Advantage (Optional Add-On): If you are part of a dealer group, implementing a Group Site (an available add-on) allows your commercial team to sell vehicles you may not have on your lot by seamlessly tapping into the group's inventory. This can increase your total sales offering and give customers easier access to inventory at other stores within their group.

Schedule a 15-minute call with your CSM to review your Market Demand report and identify the Top 5 vehicles to feature for the month of November.