The Master’s Program in Dealer Management

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Dealer Management Book Sale!

Buy the nine volume Machinery Dealer Manager Set and receive free global shipping

  • Achieving Machinery Dealer Management Excellence
  • 25 Profit Building Tools for Machinery Dealers
  • Achieving Excellence in Dealer/Distributor Performance + Reader’s Guide
  • Strategies, Tactics, Operations for Achieving Dealer Excellence + Reader’s Guide
  • Service Management: Machinery Dealer Manager’s Handbook
  • Dealer Problem-Solving Handbook: For the Master’s Program in Dealer Management
  • Workbook and Study Guide for the Master’s Program in Dealer Management

$395.00

List price: $910.00
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Save $515.00 (56%)
What readers are saying

“This is an informative and useful set, speaking our industry language. I purchased it last year.”
Osama Mohammed, MSc, Sales Manager, Zahid Tractor, Saudi Arabia

“I recently purchased your books, Walter, and have started to work through the Master’s Program. From the start they are full of valuable ideas that are practical enough to apply them to my own business.”
Rob Verwilligen, Senior Sales and Marketing Executive, ARCON Overseas Ltd., The Netherlands

“Highly recommended investment for all dealer business leaders.”
Ryan Britain, Aftermarket General Manager, Bell Equipment, South Africa


OEM Regional Manager Book Sale!

Buy the 10 volume OEM Regional Manager Set and receive free global shipping

  • Dealer Development: OEM Regional Manager’s Guide
  • Achieving Machinery Dealer Management Excellence
  • 25 Profit Building Tools for Machinery Dealers
  • Achieving Excellence in Dealer/Distributor Performance + Reader’s Guide
  • Strategies, Tactics, Operations for Achieving Dealer Excellence + Reader’s Guide
  • Service Management: Machinery Dealer Manager’s Handbook
  • Dealer Problem-Solving Handbook: For the Master’s Program in Dealer Management
  • Workbook and Study Guide for the Master’s Program in Dealer Management

$495.00

List price: $1,160.00
Save $665.00 (57%)

Individual Titles Are Available at a Discount Below

Service Management: Machinery Dealer Manager’s Handbook

By Walter J. McDonald – 2022, 580 pages

Text Highlights:

  • New Manager Operations Assessment Tool
  • Guiding Principles for Service Leaders
  • Understanding Service Department Financials
    • Quantitative Service Performance Assessment
    • Readings in Service Business Management
  • Service Operations Management
    • Quantitative Operations Performance Assessment
    • Readings in Service Operations Management
    • Field Service Productivity Improvement
    • Shop Service Productivity Improvement
  • Leadership and Supervisory Management Development
    • Readings in Leadership and Supervisory Management
  • Service Aftermarket Sales and Marketing Management
    • Quantitative Service Sales and Marketing Assessment
    • Readings in Service Sales and Marketing Management
  • Customer Service and Retention
    • Quantitative Customer Service Performance Assessment
    • Readings in Customer Service and Retention
  • Dealer Aftermarket Product Support Survey
    • What Works – What Doesn’t Work Today
  • World Class Service Management Best Business Practices
  • Dealer Development Tools and Management Training Resources
    • Training for Dealers
    • Training for OEM Regional Managers
  • 12 Essential Product Support Investments
  • Action Plans for Service Department Growth and Development
  • Nine High-Value Books for Service Leaders

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$175.00

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table of contents

“A great book for dealer product support.”

“Wish I had it 30 years ago for guidance and reference!”

“Too often, the dealer principal does not completely understand the full value of outstanding product support. This book allows any level of dealer management access to the metrics, goals, and essential action plans.”

“Helps avoid ‘firefighting,’ a huge contributor to burnout.”

“Product support employees are some of the hardest working people at thedealership, but usually don’t get access to the level of training required to be successful.”

“One could easily use the metrics to determine where they are now and use the information to crate a targeted improvement plan.”


Dealer Development: The OEM Regional Sales and Product Support Manager’s Guide

By Walter J. McDonald – 2021, paperback, 507 pages.

Text Highlights:

  • Three OEM Dealer Development Case Histories: 1970’s-1980’s J.I. Case, 1980’s-1990’s Bobcat, 1990’s – 2000’s Mitsubishi Caterpillar Forklift America
  • Building an Optimum Manufacturer-Dealer Partnership
  • Dealer Recruitment Program
  • The OEM Perspective—Optimizing Field Team Results
  • The Dealer Perspective—What is needed and expected

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$175.00

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table of contents


Achieving Dealer Management Excellence

By Walter J. McDonald – 2021, paperback, 402 pages

Text Highlights:

  • Full curriculum and self-study guide to The Master’s Program in Dealer Management . Complete assessment of Performance Benchmarks and World-Class Best Practices In Each Revenue Center.
  • Reading and discussion Assignments from all 8 books in the series.
  • Suggested guidelines to structure a Personal Growth and Development Program.
  • New Insights into Information Technology, Marketing Automation and Omni-Channel Marketing.
  • Thirteen new chapters on “Ideas You Can Use In Product Support Management.”
  • Twenty new chapters on “Ideas You Can Use In Dealer Strategy, Marketing and Sales Management.”
  • “How do we” responses to readers of The McDonald Group Machinery Dealer Management Newsletter.

Please Note: Self-study assignments and readings reference specific content in the entire 8 volumes. For optimum learning experience, all eight books are required

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$125.00

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Achieving Excellence in Dealer/Distributor Performance with Reader’s Guide
25 Profit Building Tools for Machinery Dealers

By Walter J. McDonald – 2019, Paperback, 212 pages

Text Highlights:

  • Practical, Cost Effective IT/AI Solutions
  • Tools to:
    • Increase Gross Profit Margin
    • Decrease Cost of Sales
    • Decrease Expenses
    • Increase More Profitable Sales Volume
  • Special Report: Return on Net Assets

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$72.00

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Achieving Excellence in Dealer/Distributor Performance with Reader’s Guide

By Walter J. McDonald – 2018, Paperbacks, 426 pages total

Text Highlights:

  • Revenue Center Performance Benchmarks
  • Aftermarket Sales and Operations
  • New Machinery Sales Management
  • Ultimate Financial Survival
  • Special Reports:
    • OEM Agreements
    • Product Support Success Story

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$123.75

List price: $150.00
+ Reader’s Guide $15.00
= $165.00
Save $41.25 (25%)

Strategies, Tactics, Operations for Achieving Dealer Excellence with Reader’s Guide

By Walter J. McDonald – 2018, Paperbacks, 612 pages total

Text Highlights:

  • Six Strategic Questions for Dealer Executives
  • Best Practices Audits:
    • Customer Retention, Parts, Service
    • Rentals, Used and New Machinery
  • How to:
    • Handle Angry Customer,
    • Conduct Successful Aftermarket Marketing,
    • Develop High-Performance Team,
    • Manage Key Accounts,
    • Structure Accelerated Start-up for New Sales Reps,
    • Build Big Hairy Audacious Profit Model
  • Special Reports:
    • Becoming a More Effective Manager
    • Increase Service Labor Productivity (pp. 47-64)

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$146.25

List price: $175.00
+ Reader’s Guide $15.00
= $190.00
Save $43.25 (23%)

Dealer Problem-Solving Handbook: For the Master’s Program in Dealer Management

By Walter J. McDonald – 2018, Paperback, 84 pages

Text Highlights:

  • The Problem-Solving Process
  • Issues, Problems and Possible Solutions:
    • Dealer Principle/Ownership
    • Parts Operations
    • Service Operations
    • Rental Operations
    • Used Equipment Operations
    • New Equipment Operations
  • Special Reports:
    • Organizational Development
    • Vendor Relationships
    • Banking Relationships
    • Controlling Obsolete Inventory
  • Dealer Project Planner Worksheets (pp. 78-81)

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$67.50

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Workbook and Study Guide for the Master’s Program in Dealer Management

By Walter J. McDonald – 2018, Paperback, 612 pages total

Text Highlights:

  • Road Map for Master Improvement Plan (p. 12)
  • “600” World Class Best Practices (pp. 32-33)
  • Worksheets for Dealer Principals/Executives
  • Worksheets: Service and Parts Managers
  • Worksheets: Machinery Sales, Rental Managers
  • Pulling It All Together for All Dealer Managers

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$67.50

List price: $75.00
Save $7.50 (10%)
We are now able to offer Quantity Discounts for book sets and individual titles with FREE Global Shipping.
Contact walt@mcdonaldgroupinc.com for details.
Here is what Industry Executives say about The Master’s Program in Dealer Management:

“The completion of The Master’s Program in Dealer Management” will be like adding ten years of experiential knowledge to your middle management team. There will be a significant increase in dealer financial performance when these practices are put into play.”

Walter Clark , General Manager, C.I. Walker/Whayne Supply

“This 8-book set drives rethinking your business and managing team resources. It is a practical roadmap with a comprehensive collection of dealership ideas, frameworks, examples, and organizational solutions that can unleash a dealer’s productive output and help outpace competitors. The set is a persuasive and essential guide for every dealership to follow to achieve exceptional performance in all areas.”

Dr. Nick McGaughey, CPA. 40 years experienced in helping equipment manufacturers and dealers become more profitable.

“These are the best books/tools for understanding the various departments in a dealership that I have ever seen.”

Bill Rowan, CEO, Sunbelt Industrial Trucks

“Walter McDonald has assembled great insight and advice that he has learned over 40 years as a consultant and educator in the industrial equipment industry. His continuously updated material is presented for all levels of management and for all aspects of the business.”

Tim Hilton, Former CEO, Carolina Handling

“This is one-of-a-kind culmination of a lifetime’s work. There is nothing else like it… a crowning achievement.”

Jim Wilson, Retired Manager, Dealer Development, MCFA. 42 yrs. with Caterpillar

“If you are involved in the capital goods sales/distribution business, you need to utilize these books to insure you are managing all segments and departments for profitability. You will become a better leader!”

John M. Vandy, former Training Manager, J.I. Case Corporation

“These are the only independent dealer operations manuals dedicated specifically to our machinery industry we are aware of. Walt has collected over forty years of dealership “best practices” and assembled them into a series of easy-to-follow workbooks.”

Bill Ryan, former President LiftOne LLC , Industry Advisor

“These eight books are a great blend of strategy and tactics. The strategy provides fuel for thought and determination of a direction that fits your company. The Tactical pieces in the books provide analytical tools and process tools that help create a focus to move the needle. Well Done!”

Don Turk, Vice President and General Manager, Wiese USA

“Are you truly looking at today’s markets and customers with an eye to the ever changing technology of communication? Are you prepared to deal with the speed available to the customer in search of products and services?

The “Old World” of how we go to market and products support is be being redefined by many new players without the constraints of “HOW IT HAS ALWAYS WORKED IN THE PAST.” It is critical you examine your attitude towards RTR and RTS. (Rent to Rent and Rent to Sell). The customer is looking to better manage the risk of the business cycle and diversification in his type of jobs.

The material in these eight manuals is a healthy read. It will challenge you to rethink and challenge many of your paradigms about your beliefs as it pertains to what you think should be your business model.”
Doug Freitag, former Vice President Sales, BOBCAT Company

“Making money, teaching employees, caring for and cultivating customers and leading a successful dealership are all parts of management in a dealership. These are not easy when they are all required at the same time. Dealership managers need tools to step outside of the daily fire and look at the process, the strategy or the tactics.

With the complete set of books in The Master’s Program in Dealer Management, Walter McDonald has created the tools for reviewing your strategy, or making sure you have one. There are exercises to check your processes. If you were a fireman, you’d need ladders, trucks, firehoses, and heat protective gear. When you manage a dealership you also need equipment, tools, tactics and processes to accomplish building the company and putting fires out daily.

With Walter’s 40+ years of experience working with thousands of dealers and manager he has collected answers that have worked many times for other dealerships. His collection of chapters and articles, ideas and worksheets will give you direction and support in making successful change happen in your dealership.”
George M. Keen, Operations Manager, New Virginia Tractor