Caterpillar Dealer Exchange

For additional information, please contact:

Traci Shepley

Business Performance Group


(May 1, 2017 – Atlanta, Georgia) Business Performance Group, in partnership with Caterpillar’s Sales Effectiveness Group, announced an Inside Sales Representative (ISR) Dealer Exchange will be held in Atlanta, Georgia, October 12 – 13, 2017 for dealer senior managers. Erech Virden, who supervises the ISR Program for Caterpillar, and Traci Shepley, Senior Account Manager for Business Performance Group, will organize the event. This Dealer Exchange will be open to all Caterpillar dealers in North America, with over 65 dealer attendees expected. This Dealer Exchange will include dealer best practice tracks for Product Support Machine, Product Support Power Systems and Machine Sales. A select group of suppliers will participate in a vendor fair associated with the Dealer Exchange.

Business Performance Group has partnered with Caterpillar since 2005 on their telephone sales initiative, which has grown exponentially since its global launch in 2005. “Dealers like to hear from other dealers,” commented Traci. “This year, over 12 best practice dealers will present.” In addition, several Caterpillar managers will brief participants on Caterpillar initiatives, and Business Performance Group will present a session on compensation best practices.

A consulting firm headquartered in Des Moines, Iowa, Business Performance Group conducts classes and boot camps around the world on business-to-business telephone sales, salesperson employee selection and hiring, and training and development support. They have introduced their inside sales representative business model in China, Spain, Panama, France, Russia, Canada, Australia, the United Arab Emirates and South Africa. Sales training participant guides have been translated into Mandarin, French, Russia, Portuguese, Arabic and Spanish.

Business Performance Group specializes in business-to-business telephone selling. Focusing on the top and bottom line, their business model centered approach is an end-to-end process from salesperson selection and training to sales manager training, leadership, coaching and mentoring.