Used Equipment Best Practices Expert Panel: Key Takeaways

With used equipment inventories aging and buyer demand shifting, many equipment dealerships are looking for ways to stay ahead while avoiding simply “slashing prices.” This is what was tackled during our recent Used Equipment Best Practices webinar, which brought together two experienced leaders to share what’s working right now at their dealerships:

In a conversation with host Andy Campbell, Director of Insights at Tractor Zoom, the panel digs into tried-and-tested best practices, tools, and processes that are helping dealership teams move used equipment efficiently, which is even more critical in a softening market.

✅ Repricing on a consistent cadence

Benet highlights how Van Wall uses 30/60/90-day repricing reminders via Tractor Zoom Pro  to automatically flag aging inventory, ensuring every piece gets revisited on time, based on category and confidence.

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✅ Centralizing Trade Evaluations

Both Ben and Benet emphasize the value of a centralized trade-in process that creates consistency across stores to prevent internal discrepancies and speed up decision-making.

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✅ Reconditioning with Purpose

Ziegler Ag is taking a more targeted reconditioning approach, routing machines through specific locations that have strong technician expertise and shop capacity. The goal is to deliver consistent, high-quality used equipment with established standards and avoid surprises for customers.

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✅ Proactive Sales Enablement

Instead of waiting for calls to come in, both teams are actively partnering with sales reps to educate them on what’s in stock, what’s been reconditioned, and what needs to move. It’s about being hands-on and building a culture of accountability.

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✅ Using Market Data to Guide Conversations

One recurring theme is the importance of market data to price accurately and manage customer expectations. As Benet stresses, data also helps explain pricing to skeptical customers—and gives sales teams more confidence in the numbers.

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One question among the live webinar viewers: “What’s the best way to move used iron without just slashing prices?”

Watch the full video to hear Ben’s answer to this question, along with discussions on a host of other central topics aimed at used equipment professionals – including how to handle aged inventory thresholds, what today’s buyers are expecting, and how to build scalable processes for evaluating, managing, and selling used.

Whether you manage a single dealership or a network of 16 rooftops, you’ll walk away with actionable tips and strategies to keep your used inventory moving and your margins protected.