Upselling Parts & Service

Apr 24, 2025

In this sales-focused session, Dean Devore dives into the techniques you need to successfully upsell in your parts and service departments and as a result grow your bottom line and make sure customers have everything they need. The founder of Parts Academy, Devore was raised in a family dealership and has worked for 5 global OEMs with strong dealer organizations, and uses that background to teach non-sales employees how to be comfortable with selling. During this session, you’ll discover the proven approach to making customers receptive to upselling.

You'll Learn: The two forms of upselling — assumptive selling & suggestive selling — how to use them & when it makes the most sense to employ each tactic.

The 11th Annual Dealership Minds Summit, happening July 29 – 30, 2025, in Iowa City, Iowa, features collaborative, dealer-to-dealer learning over a 2-day, knowledge-packed agenda that is guaranteed to give you authoritative strategies from the most progressive minds at farm equipment dealers. Over both days, the Summit offers:

Focused General Session Presentations: providing a roadmap for implementing leading ideas and technologies for equipment retailing and servicing success.
Dealer-to-Dealer Panel Presentations: highly interactive sessions that provide practical, proven strategies in use by the industry’s most successful dealerships.
Informal & Interactive Roundtable Discussions: discover actionable dealer strategies — and answers to your specific questions — via an array of moderated yet informal roundtables.
Unrivaled Networking & Knowledge Sharing: exchange successes, dissect challenges and vet out ideas with director-level farm equipment dealership leaders in sales, marketing, finance, operations and IT.

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Video: Evolution of Beef Cattle Farming

The Clear Conversations podcast took to the road for a special episode recorded in Nashville during CattleCon, bringing listeners straight into the heart of the cattle industry. Host Tracy Sellers welcomed rancher Steve Wooten of Beatty Canyon Ranch in Colorado for a wide-ranging discussion that blended family history and sustainability, particularly as it relates to the future of beef production.

Sustainability emerged as a central theme of the conversation, a word that Wooten acknowledges can mean very different things depending on who you ask. For him, sustainability starts with the soil. Healthy soil produces healthy grass, which supports efficient cattle capable of producing year after year with minimal external inputs. It’s an approach that equally considers vegetation, animal efficiency, and long-term profitability.

That philosophy aligned naturally with Wooten’s involvement in the U.S. Roundtable for Sustainable Beef, where he served as a representative for the Colorado Cattlemen’s Association. The roundtable brings together the entire beef supply chain—from producers to retailers—along with universities, NGOs, and allied industries. Its goal is not regulation, Wooten emphasized, but collaboration, shared learning, and continuous improvement.