I suppose part of what you are saying is true but then again why are all the Cat dealers adding personnel to their sales forces? You have the whole goods people getting sales territories split up and new people added to them. Cat forced the dealers to add a boiler room sales force as well to call all customers even if those customers have already been dealing with a regular sales rep. New product support people don't come from the parts department anymore. Most I've had dealings with come from off the street and seem to be selected first by who they know, and second on what they look like. Anyone with industry knowledge gets cycled to the side jobs like administration or gets pushed toward service. Add to that the customer lists or territories are getting cut and most of those guys can barely make a living anymore. Commission sales on small territories encourage dishonesty and little to no knowledge of the product lines mean end users start looking for other companies to supply their needs.
From my point of view, Caterpillar is trying to move toward direct sales and dropping the dealer networks all together. Want to buy a part, log in and pick what you need, how you want it shipped, the delivery point and now you give them a credit card number. Want to buy a machine, log in and work through a spec log list, work your financing on line, give a delivery location and Big Brother will provide.