How Butler Machinery uses analytics

Eric Wenham
Eric Wenham
2 min read
Butler Machinery had more data than ever before and zero clarity around it – until they found TARGIT. We sat down with David Scott, Director of Corporate Operations for the Fargo, ND-based CAT dealer, to learn about their data journey and what led them to us. There are the questions we asked him:

What’s your role as Butler Machinery’s director of operations?

 

My role is to build great teams that align our technology and communication processes to our business.  

 

What makes Butler Machinery unique compared to other CAT dealers?

 

Butler Machinery is unique in our leadership. Our owners are very engaged in the business, including our new dealer principal and president who’s very engaged with her associates and excited for the future.
 

How does the IT landscape look at Butler? And how has it changed over the years?

 

The IT team is a strategic business partner at Butler. It's seen as an investment, not just an expense. We have a seat at the executive table, so we’re part of the strategic decisions. That’s changed over the years, mostly in the value we drive through data. We have more data than ever, and we're able to leverage it better than we have in the past.
 

Why is TARGIT a good fit for you?

 

TARGIT is a good fit for Butler, because it allows us to take information from multiple sources and combine it into one. It brings clarity and lets us take action on the data.
 

How do you utilize TARGIT in your day-to-day operations?

 

In the past, we had difficulty understanding if we were making money on our used equipment. Now we have the ability to take data and analyze it at a high level to see where our success is. So on a day-to-day basis, our operations team can do both global and local financial analysis starting at a high level and drilling down to a transactional level.
 

What specific business processes has TARGIT impacted?

 

Through the analysis TARGIT has given us, we can see that if we meet certain KPIs we’ll improve our chances of getting a deal by over 10%. TARGIT has helped us with inventory management and sales funnel management. We call it our fulfillment tool. It allows us to align our demand and our opportunities with our inventory.

 

What does the future of Butler Machinery look like?

 

The future for Butler Machinery will be similar to its past from the standpoint that we'll stay focused on building long-term relationships founded on trust and generating mutual growth and success. We're focused on excellence, continuous improvement and lifelong learning.
 

How is technology changing the way you drive your business?

 

Technology is always changing, but we keep our model very much the same: We want to deliver the right information to the right person at the right time, so they can take care of the customer. TARGIT offers us flexibility in doing that, whether it's through a large analysis you can drill down through or something that's delivered to your inbox on a daily basis.

Access the entire interview now 

WATCH INTERVIEW
Originally published August 7, 2019. Updated March 14, 2020

Eric Wenham
Written by

Eric Wenham

Channel Partner & Industry Solutions Manager