Improving an industrial equipment business has four requirements:
1. Measure the dealership against proper benchmark metrics. These 48 Critical Profit Variables are covered in detail in the text.
2. Determine where you stand, find the gaps in your performance, Comprehensive self-assessment tools are provided.
3. Identify "best practices" of high-performance dealers. Recommendations are made for each business area.
4. Energize your company into a continuous improvement program. Numerous team discussion projects are included in the text help build involvement and commitment.
The McDonald Group Institute for Dealer Development founder and author Walter McDonald has based this text on 40 years' experience in dealer management consulting and over 2,650 dealer management workshops.
In many ways, this book is a written reflection of Walt's live dealer management seminars. If you are familiar with his work, you know that he focuses on the real value generating activities of the business. He is in the trenches with the dealer managers and field sales and aftermarket reps who create real value and make it happen every hour of every day in the dealership.
McDonald's dealer management guide is an absorbing refresher for informed senior executives and a highly useful handbook for those future dealer leaders and related OEM managers on the way up.
NEXT BOOK by WALTER J. McDONALD
In 2016, the Workbook for Achieving Excellence in Dealer/Distributor Performance will be available. The Workbook will contain management performance assessment procedures, tools to structure remedial actions, in-company mini employee workshops with facilitators' guides, best practices audits for each revenue center, a high-probability sales rep recruiting process, a comprehensive high-impact accelerated new sales rep start up program, a success-proven aftermarket parts sales and marketing guide, winning service labor sales techniques and other useful dealer management information.