From operational struggles to growth opportunities: Transforming construction equipment dealerships with A365

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January 28, 2025

As a construction equipment dealer, you’re always walking a tightrope.

On one side, you need to keep your operations running smoothly—managing inventory, handling service requests, ensuring compliance, and making sure everything stays profitable. On the other hand, you have to keep customers happy, offering seamless buying experiences, quick service, and personalized interactions. And if that wasn’t enough, the industry keeps evolving—with new technologies, shifting customer expectations, and increasing competition.

Sound familiar?

It’s a lot to handle. And let’s be honest—manual processes and disconnected systems aren’t cutting it anymore. Many dealerships still rely on outdated systems, resulting in slow processes, inaccurate data, and missed opportunities. Instead of focusing on growth and innovation, dealerships end up spending time fixing errors, managing complex workflows, and struggling with inefficiencies.

So, what are the biggest challenges construction equipment dealers face today?

The challenges construction equipment dealerships face every day

1. Managing inventory efficiently

Problem: Keeping the right balance between demand and supply is a constant struggle. Overstocking leads to excessive costs, while understocking leads to lost sales and frustrated customers.

Example: A contractor needs a specific excavator for an urgent project. They visit your dealership, but it’s out of stock. Frustrated, they turn to a competitor who has it readily available. The result? A lost sale and a potential long-term customer gone.

2. Delivering a seamless customer experience

Problem: Today’s customers expect quick, personalized, and digital-first experiences. If you can’t provide a smooth buying journey, they’ll go elsewhere.

Example: A construction company submits an online inquiry about a fleet of bulldozers. But because your CRM software isn’t connected to your sales system, the lead gets lost. A week later, when you finally follow up, they’ve already placed an order with a competitor who responded immediately.

3. Keeping up with service and aftersales

Problem: Managing service appointments, repairs, and maintenance schedules efficiently is a challenge—especially with high-value construction equipment that requires frequent servicing.

Example: A contractor brings in a crane for servicing. Due to mismanaged scheduling, they experience long wait times, delaying their project. Frustrated, they seek alternative service providers, reducing your dealership’s aftersales revenue.

4. Lack of real-time insights and AI-powered decision-making

Problem: Most construction equipment dealerships lack real-time data analytics and AI-driven insights that could help them make better business decisions.

Example: If you had AI-powered insights, you could predict demand trends for specialized loaders, optimize pricing strategies, and proactively schedule maintenance—giving your dealership a significant competitive edge.

How A365 solves challenges faced by construction equipment dealerships

Instead of dealing with multiple disconnected systems, A365 brings everything together into one intelligent platform—sales, aftersales, rentals, dealer management, inspections, and AI-driven insights.

1. Smarter inventory management with AI

A365 helps construction equipment dealerships manage their inventory more effectively by using AI-powered forecasting. Instead of relying on gut instinct, dealerships can use real-time insights to predict demand trends and adjust inventory accordingly.

2. Enhanced customer experience through role-based apps

A365 offers role-based applications designed specifically for sales, service, and customer support teams. These apps provide all the information employees need—at their fingertips—to deliver a smooth customer experience.

A365 Sales App: Sales reps can access customer inquiries, equipment details, financing options, and order status—all from a single screen. No more jumping between different systems!

A365 Service App: Service advisors can schedule appointments, track repairs, and update customers in real time, reducing delays and improving satisfaction.

3. AI-driven predictive maintenance and aftersales support

With A365, construction equipment dealerships can proactively manage equipment servicing instead of reacting when issues arise. The platform uses AI and IoT to predict maintenance needs and sends automatic alerts to customers when it’s time for a service.

4. Data-driven decision-making for competitive advantage

A365 provides real-time insights across sales, inventory, and customer interactions—allowing equipment dealers to make informed decisions instead of guessing.

5. A connected, future-proof solution

Unlike traditional dealer management systems, A365 is built on Microsoft Dynamics 365 and integrates seamlessly with Microsoft’s ecosystem—including Azure, Copilot, Power Platform, and Dataverse.

Why A365 stands out from the competition

Many dealer management solutions focus on one aspect—whether it’s sales, service, or finance. A365 goes beyond a traditional DMS by offering a comprehensive, AI-powered, and evergreen platform that connects every part of construction equipment dealerships.

A365 will always evolve alongside your construction equipment dealership—never growing outdated, always staying ahead of the curve. With our commitment to continuously evolve A365, we’re ensuring it remains an evergreen solution that constantly adapts to new challenges, technological advancements, and industry demands, keeping businesses ready for the future.

How A365 compares to traditional dealer management systems

What’s the secret to 15X faster operations?

AB Equipment, a premier multi-brand dealer and supplier of industrial equipment in New Zealand, trusted by brands like Toyota, Develon, and Tigercat, found the answer with A365. After implementing A365, AB Equipment was able to streamline tasks that previously took 10-15 minutes—now done in just 1 minute. This efficiency boost led to faster field service workflows and quicker response times, contributing to a 30% reduction in service delays and 15X faster operations.

Stop playing catch-up. Start leading the industry

The construction equipment industry is evolving—fast. Dealers who embrace intelligent, connected systems will stay ahead. Those who stick to outdated methods will struggle.

So, the question is: Where do you want to be?

Let’s talk about how A365 can transform your construction equipment dealership. Schedule a demo with us today.

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Hydrogen-powered commercial vehicle purveyors selects Annata to fulfill global scale ambitions

North America

Manufacturer

In 2020, Annata was chosen by a heavy truck manufacturer to assist in developing their business processes and the systems required to support them. The company has more than 400 employees to support its rapid growth as a leading automotive innovator in zero-emission vehicles and trucks.

After a rapid and intensive validation cycle, Annata was chosen because of Annata’s 20-year automotive industry experience and extensions to the Microsoft Dynamics platform that formed the basis of the manufacturer’s finance and manufacturing systems.

Designed with cloud scalability and agility built in, the solution covered all critical processes. To ensure a complete and compelling customer experience, Annata’s solution will ensure the organization is well connected to customer behaviors, both pre-and post-sale for years to come.

The company decided to engage in a multi-year partnership with Annata after the success of the solution implementation. Annata provided the manufacturer with industry insights and experience to drive more value in all its business processes.

Annata picked for superior material handling performance by Leading North American equipment dealer

North America

Dealer

A prominent material handling equipment dealer, with a network spanning over 60 locations across North America, is committed to delivering a comprehensive range of services, including new and used equipment, rentals, parts, service solutions, and training, with a strong emphasis on exceptional customer service.

The collaboration between Annata and Microsoft that led to the successful partnership with the customer was built on a foundation of team expertise and trust, ensuring a strong working relationship.

In their initiative to replace the current system, the company aspired to migrate to a modern, Azure cloud-based platform to optimize their Microsoft Dynamics investment. The primary goals included achieving business transformation, ensuring scalability, and eliminating system performance constraints.

The decision to upgrade to Dynamics 365 stemmed from challenges such as instability, poor performance, and growth limitations experienced in their previous solution installation.

The overarching objective was to address these issues and enhance the overall efficiency and stability of their operational environment. Annata’s offering stood out with its comprehensive equipment lifecycle functionality, addressing the customer’s specific needs in a tailored manner. System performance and adherence to Independent Software Vendor (ISV) compliance were pivotal aspects that contributed to the decision, assuring the customer of a robust and reliable solution.

Annata’s commitment to ongoing development, reflected in their ecosystem investment and roadmap, aligned well with the customer’s long-term goals. Microsoft’s Proof of Concept (POC) support played a crucial role in demonstrating the capabilities of the proposed Dynamics 365 solution.

The success of the partnership was further cemented by the strong collaboration and partnership ethos shared between Annata and Microsoft, ensuring a holistic and effective approach to meeting the customer’s requirement.

Automotive powerhouse selects A365 for next-level business optimization

North America

Distributor

A privately-owned enterprise with a significant presence in the automotive industry, operates as a key distributor for a globally recognized automotive brand. As the largest independent distributor for this brand on a global scale, the division serves a network over 150 independent dealerships.

Previously relying on an outdated “Green Screen” system and managing a complex network of around 200 applications, the company recognized the need for a transformative change. The existing system, developed over 25 years, had become inadequate for evolving dealer needs, leading to technical debt rather than delivering value. To address this, the enterprise sought a modern solution to meet the dynamic requirements of the automotive industry and enhance overall operational efficiency. The Microsoft Dynamics 365 and A365 combination were selected to improve forecasting, streamline vehicle ordering processes, and reduce lead times from inspection to final delivery.

The enterprise now leverages the full A365 platform, including warranty management and rental services, to optimize its operations. The pivotal factor in selecting this solution was the ability to offer a platform tailored to the automotive industry, providing comprehensive visibility, management, and controls throughout the entire vehicle lifecycle. This capability formed the cornerstone of a compelling value narrative, resonating strongly with a diverse group of stakeholders.

The decision to choose Microsoft Dynamics and A365 exemplified a strategic approach, wherein technology was prioritized first, aligning subsequently with the market for a systems integrator. This decision underscored the strategic fit of the chosen technology to the specific needs of the enterprise, setting the stage for a successful implementation and business transformation.

Key automotive importer and dealer adopts A365 for comprehensive operational enhancement

Latin America

Importer and dealer

Founded in 1963 in Latin America, this key player in the local automotive industry has solidified its standing among the top groups in the sector. Over six decades, the company has maintained consistent growth, establishing a robust financial foundation.

Central to their success is a commitment to transparent management, enabling them to overcome challenges. The company prioritizes key strategic pillars, including business sustainability, delivering exceptional customer experiences, nurturing a skilled workforce, embracing technology, and forming strategic alliances. These pillars reflect the company’s comprehensive approach to ensuring long-term success and resilience in the dynamic automotive industry.

To enhance their operations, the company opted for Dynamics 365 Finance & Operations combined with A365 and Dynamics 365 Customer Engagement combined with A365. In the evaluation process, various global and regional players were considered, with the chosen combination ultimately selected based on key factors.

The decision to choose this particular combination was influenced by factors such as embracing new technologies for future growth, an abundance of experienced consultants for technology implementation, a holistic solution with cloud hosting and flexible services, and an excellent cost-benefit Total Cost of Ownership (TCO) ratio.

Additionally, the choice of Annata was motivated by their extensive expertise in the automotive sector, a strong market presence, a robust research and development (R&D) plan, and certification capabilities with a cost-effective Total Cost of Ownership (TCO).

This combination of solutions was deemed the optimal choice, aligning with the organization’s strategic goals and ensuring a comprehensive and effective solution for their business needs.

European vehicle manufacturer unlocks competitive edge with Annata

Europe

Manufacturer

The European automotive manufacturer was increasingly challenged with their internal reliance on their existing systems as they felt that they were losing a competitive edge by not having the ability to benchmark functionality, performance, and cost.
To address this, they started to investigate adding D365 as a second practice. They, however, soon found a need to bring in the Annata extended solution to fully understand the capabilities of the underlying D365 platform with the vertical extension for their specific business.

Through the roll-out, the manufacturer was able to move from local, siloed solutions to a common enterprise standard solution which drives down costs, mitigates risks, and improves the customer experience with a consequential uptick in sales.
In essence, the customer views the solution as providing the systems that run their captive fleet dealers in-country, as well as providing the integration from captive and non-captive dealers into the central solution.

Annata expands Dynamics solution for South African arm of major importer and distributor

South Africa

Distributor

A South African arm of a major importer and distributor of cars and spare parts was looking to expand the use of the solution into Dynamics 365 Sales. A365 Sales was selected as the preferred industry solution.

The reputation of Annata working with the Microsoft team in South Africa helped to land the deal. The underlying Common Data Model for Automotive was also an important factor in the decision.

The expansion of the use of Dynamics CE for sales was already planned but the business felt that the Annata Sales app would provide ‘out of the box’ functionality and save them a considerable amount of time and effort. The business estimated that implementing the Annata Sales app would save them up to 3 years compared with developing the functionality themselves.

The Annata Sales app provides functionality to handle vehicle configuration, and sales quotations including financing options, trade-ins, test drives, etc.

The Annata Sales app will hopefully be the first of several products that the business will implement. This includes D365 F&O; A365 for Dealer management; Customer service; Annata Dealer portal and; Annata Field Service. The 5-week implementation of the Annata Sales app was another compelling factor.

Japanese multinational automotive manufacturer arm selects Annata to replace existing vehicle division systems

Northwestern Europe

Importer

A division of a Japanese multinational automotive manufacturer serving developing markets chose Dynamics 365 + A365 to replace all their current systems for their vehicle division across Africa and selected countries in Latam and Asia.

The implementation was complex as it involved replacing three heavily customized, on-premise solutions with a standard, (based on a global template), cloud-based offering. The complexity was further increased as the connectivity in some African countries can be intermittent, and delivering a project across many countries requires a great deal of experience and planning.

The solution implemented covered importation, dealerships, aftersales, and service, in addition to rental and fleet in specific markets. The device types cover all vehicles; from motorbikes to cars, lorries, tractors, construction machinery, etc. – and in some markets even boats.

D365 + A365 provided the manufacturer with the confidence that existing processes would all be supported and that moving to the Azure cloud would drive additional benefits.

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Manufacturer

The North American arm of a Chinese electric vehicle (EV) manufacturer, with a 450,000-square-foot bus manufacturing and forklift assembly facility, required an agile solution to manage its supply chain, assembly, dealer orders, and post-sales processes for parts, warranty, and dealer management.

The existing solution was unable to support these business processes cost-effectively with the same flexibility and agility. Annata’s automotive original equipment manufacturer (OEM) experience and track record of successful and agile implementations, particularly in the U.S. market were key to winning against other competitors.

Key decision makers of the manufacturer were primarily of Chinese descent, with some residing in corporate offices in China. Working with Microsoft China, Annata was able to leverage its insight into Chinese business culture and its relationships with the business’s corporate IT.

Annata’s ability to adjust to an unconventional sales process and accommodation for cultural differences, coupled with an implementation approach and agile solution that could grow with the North American arm, was key to winning the business.

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Manufacturer

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The company’s primary challenge was that it was dealing with large sets of homegrown solutions and legacy vertical solutions with a separate outdated dealer management system that did not communicate with each other. The current on-premise portfolio needed to be replaced with a standard, cloud-based solution, that covers imports, dealerships, aftersales, and service operations, in addition to its rental and fleet-based markets.

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RV manufacturer streamlines business processes with Annata

North America

Manufacturer

Annata was chosen as a solutions provider to replace a 20-year-old heavily customized legacy system for an RV manufacturer. The systems in use were not supplying prompt information to the management team and model changes for production were painful to implement.

The implementation was vital to simplify access to data and increase service levels to its different dealers. The manufacturer selected Annata due to Annata’s global ISV status and strong solution functionalities to manage their critical workload, particularly those that require interaction with their dealer channel.

Annata’s robust dealer portal solution has improved dealer relationships with a quicker turnaround on warranty claim decisions and processing.

In parallel, the manufacturer can now leverage warranty rules and validations. The dealer portal is a win for the manufacturer in reducing warranty costs while improving dealer and customer relationships.

The manufacturer expects overall improved management reporting for executives and operations. Operational improvements include rationalized bills of materials, costing, and managing production change orders effectively. The manufacturer expects its dealers to have a more efficient process for warranty claims that will result in a reduced payment time, while still preventing fraudulent or duplicate claims.

Swiss agricultural equipment and machinery supplier accelerates cloud migration with Annata

Central Europe

Importer

As an existing customer of AX and Annata IDMS on-premise, the Swiss company decided to start its journey to the cloud in early 2020. Annata’s finance and operations solution was the core of the solution proposed to the company.

Annata’s full suite of capabilities was implemented and included extensive device management functionalities that support the entire lifecycle of a machine encompassing imports, sales, and lifecycle management with service/work order management, warranty handling, parts management, and rental.

In addition to a proven solution, Annata was the primary choice due to the strongly committed executive management team which is very much supportive of the strategic project goals.

The project enjoys a high focus at the executive management level and is supported by a strong change management approach aiming to avoid unnecessary customizations.

The industry competence of the Annata implementation team was well equipped to mitigate challenges typically encountered when setting up new customer solutions in replace of their heavy customized “homegrown” solution.

Annata selected to digitally transform distribution channel of agricultural equipment manufacturer

Central Europe

Manufacturer

With a primary focus on excellent product quality and outstanding customer service, the equipment manufacturer made a company-wide decision to shift their business process to the cloud using Dynamics 365 and Annata’s Finance & Operations solution.

The solution was rolled out to several major markets within Europe and the Americas in a span of 3-4 years, before offering the industry template to their independent dealer network. Annata was selected as the preferred industry solution partner to move their on-premise solution within their headquarters to the cloud within three months, utilizing its extensive industry and digital competencies in the Annata team.

As soon as Annata engaged with the equipment manufacturer, it was clear to them that the industry IP was key to their goal to digitally transform their distribution channel.

Coupled with finance and operations implementation expertise, the equipment manufacturer was confident that D365 with Annata was the best to provide industry knowledge to help them make the right process choices and a full set of industry functionalities around the full lifecycle of their equipment.

Mexican subsidiary of an international motor company implements Annata solutions to modernize business processes

Southern North America

Manufacturer

A Mexican subsidiary of an international motor company was utilizing multiple and heavily customized legacy systems which were around 20 years old and did not improve the business. The financial reports generated caused many discrepancies in the business which dampened business decisions.

The management was looking for an Integrated system that was consistent and easily manageable, in which all users from different departments could manage business processes in a co-dependent and competent manner.

Annata’s extensive solution provided the Mexican subsidiary with a technology transformation through its transition to digitized workflows.

The new system enabled the company’s dealerships to seamlessly communicate and collaborate with suppliers and service partners, while the company focused on creating an integrated supply chain.

With Annata’s unified solution, the company benefited from providing accurate, analytical data through the implementation of key functions in cost management, inventory management, warranty management, sales, and service departments. It also provided the company with a range of business data (in real-time) for analysis at a reduced time rate and this provided the organization with major improvements in its management reporting.

Hydrogen-powered commercial vehicle purveyors selects Annata to fulfill global scale ambitions

North America

Manufacturer

Forestry equipment global manufacturer selects Annata for company-wide digitization

Europe

Manufacturer

Operating in forestry markets of more than 40 different countries, the manufacturer had an IT landscape that was complex, fragmented, and varied greatly between countries. As part of their future-proofing efforts, they needed a platform to bolster them as they navigated into the future, providing them with the flexibility required to digitize their entire business.

Annata’s complete set of industry functionalities around the lifecycle of heavy equipment, the strength of the application and platform, as well as in-depth knowledge and vast experience within the industry were reasons why Annata was selected to support them along their transformation journey.

Annata also displayed strong awareness of future capabilities specific to the manufacturer’s needs aside from proving a strong partnership with Microsoft.

Annata’s flexibility, scalability, and capabilities to take on the ever-changing environment in the forestry manufacturing industry have since enabled the manufacturer to maintain a competitive edge digitally.

From operational struggles to growth opportunities: Transforming construction equipment dealerships with A365

The challenges construction equipment dealerships face every day

How A365 solves challenges faced by construction equipment dealerships

How A365 compares to traditional dealer management systems

What’s the secret to 15X faster operations?

Legal

Company

Industries

Resources

Hydrogen-powered commercial vehicle purveyors selects Annata to fulfill global scale ambitions

North America

Manufacturer

Annata picked for superior material handling performance by Leading North American equipment dealer

North America

Dealer

Automotive powerhouse selects A365 for next-level business optimization

North America

Distributor

Key automotive importer and dealer adopts A365 for comprehensive operational enhancement

Latin America

Importer and dealer

European vehicle manufacturer unlocks competitive edge with Annata

Europe

Manufacturer

Annata expands Dynamics solution for South African arm of major importer and distributor

South Africa

Distributor

Japanese multinational automotive manufacturer arm selects Annata to replace existing vehicle division systems

Northwestern Europe

Importer

Annata brings agility to a Chinese electric vehicle manufacturer

East Asia

Manufacturer

Swedish commercial vehicle manufacturer partners with Annata to drive the shift towards sustainable transporting

Scandinavia

Manufacturer

RV manufacturer streamlines business processes with Annata

North America

Manufacturer

Swiss agricultural equipment and machinery supplier accelerates cloud migration with Annata

Central Europe

Importer

Annata selected to digitally transform distribution channel of agricultural equipment manufacturer

Central Europe

Manufacturer

Mexican subsidiary of an international motor company implements Annata solutions to modernize business processes

Southern North America

Manufacturer

Hydrogen-powered commercial vehicle purveyors selects Annata to fulfill global scale ambitions

North America

Manufacturer

Forestry equipment global manufacturer selects Annata for company-wide digitization

Europe

Manufacturer