INSIGHT-From dumb iron to Big Data: Caterpillar’s dealer sales push

Reuters investigates what is now known as Caterpillar’s dealer sales push. In recent years, the company has called the 178 independently owned businesses that distribute its earth-moving products worldwide everything from “a critical competitive differentiator” to “the foundation” of its success. Now the world’s largest maker of construction and mining equipment is adopting a cooler tone with those dealers, asking them: “What have you done for us lately?”

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