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Resources and best practices for machinery dealer development

Our blog has a mix of articles written by our founder, Walter McDonald, and by other industry experts, business owners, and equipment dealer team members. Learn about everything from marketing ideas to tips for successful branch operations to how to retain customers—and everything in between!

The Case AGAINST Internal Discounts for Parts and Service Sales

By Walter J. McDonald Why not discount parts and service sales to internal operations? (Rental fleet repairs, used equipment reconditioning and new equipment “pre-delivery” work). The three most frequently heard reasons given for discounting internal work include: Unfortunately, all three of these reasons are misleading. Here are the true facts. Here is an actual dealer… Continue reading The Case AGAINST Internal Discounts for Parts and Service Sales

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45 Low-Cost Promotional Ideas for Your Equipment Dealership

By Walter J. McDonald What works and what doesn’t will depend a lot on your specific products and services, your business community, your competition, and your skills in how you promote your equipment business. Remember, the least expensive technique to generate good prospects is word of mouth. Foster good relationships with all people—employees, customers and friends—by treating them… Continue reading 45 Low-Cost Promotional Ideas for Your Equipment Dealership

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Big Guns Get Big Results

By Walter J. McDonald If your machinery dealer management team were to focus on only three activities to strengthen your competitive position, dramatically increase sales and vastly improve customer service what would they be? This year’s results are in. Here are the top three plus one: Plus one… We have high confidence in these recommendations… Continue reading Big Guns Get Big Results

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Delivering Dynamite Sales Training

OEM Dealer Sales Training focuses on developing product knowledge. OEMs routinely pass on responsibility for selling skills training to their Machinery Dealers. The Dealer Principal then passes selling skills training responsibility to their Sales Manager, if they have one.  And, finally, the Sales Manager often expects their machinery Sales Reps to develop selling skills on their… Continue reading Delivering Dynamite Sales Training

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How to Develop Financial Competence In Your Management Team

By Walter J. McDonald Executive Summary Absorption Rate is one of the most important performance ratios equipment dealerships should measure. The really big, profitable dealers demonstrate the significance of what improving Absorption Rate can do for the health and success of the dealership. The absolute number representing “Recovery Rate” is interesting, but not a call… Continue reading How to Develop Financial Competence In Your Management Team

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