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!
It’s hard to think of an important aspect of dealer management that is more neglected than parts operations management training. Your Parts Manager can be responsible for warehouse security and safety, inventory control, picking, and shipping efficiency, prompt response to “back counter” service department requirements, parts warranty claims, parts marketing and sales, and an attractive… Continue reading Parts Management Operations Improvement
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An incredibly useful tool to improve gross profit margins is the customer ranking report. This report is run for parts customers and separately for service customers. The annual customer purchase history was ranked by Gross Profit Margin Percent. Customer $ Parts Sales $ Gross Profit Gross ProfitMargin % Always show Gross Profit Margin to at… Continue reading Parts Margin Improvement Tools: Customer Ranking Reports
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The following parts performance metrics are considered essential to managing a profitable parts business. Each analytical routine should be readily available from your software vendor. By monitoring these data points daily or weekly, your Parts Manager can take corrective action immediately, not at the end of the month. Again, why wait until statements are published… Continue reading Effective Parts Management– What to Measure and Monitor
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By Dr. Nick McGaughey, CPA
Being digital refers to technology connections, integrations, and interactions between people, processes and data, functions, and products/services (things). Being digital is about gaining a visible edge in the war game with competitors to capture as much time, attention, and money from the marketplace as possible. This article explores some aspects of being digital. Being digital… Continue reading Being Digital: Plan, Move, Win!
Read MoreA Customized Distance-Learning Program for your Entire Machinery Dealership Team: Parts, Service, Rentals, Used Machinery, New Machinery Sales Management, Information Technology, Finance and Accounts and Customer Service Managers
Researched and Presented byWalter J. McDonald, President The McDonald Group, Inc. walt@mcdonaldgroupinc.com • www.mcdonaldgroupinc.com The 13 module Distance Learning and private, personalized development program designed for senior machinery dealer executives and managers. This is the Dealer Curriculum Track. A Certificate in Machinery Dealer Development will be awarded upon successful completion of all course and study… Continue reading The Master’s Program in Machinery Dealer Management – Dealer Distance Learning Format
By Walter McDonald
Your Used Equipment Business Can Be Profitable If you have been losing money or just breaking even when you sell your used equipment now is the time to audit your operations. Selling trade-ins or former rentals can be a big profit challenge. If you have more than fifteen rental units that have either a poor… Continue reading How to Avoid 7 Deadly Sins in Used Equipment
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Service Management – Machinery Dealer Manager's Handbook
I don’t know how much further Walt can take his guidance to our distribution channel and businesses, but I keep reading and learning. As soon as I start feeling too comfortable, the business evolves again and I better adjust or lose ground.John M. Vandy I carefully read through your latest release, “Service Management: The Machinery… Continue reading Industry Executive Reviews
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By Walter J. McDonald
Collaborative Relationships Between Dealer Sales and Product Support Are Essential to Overall Success From the Sales Manager’s perspective, the primary objective of a machinery dealership is to increase market share, profitability, and customer service. But, achieving these goals is often frustrated by continuous conflict between sales and parts & service. When you objectively examine these… Continue reading How to Field a Winning Team
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By Walter J. McDonald
How To Improve Deal Visibility and Closure Rates Reprinted with updates from Achieving Excellence in Dealer/Distributor Performance Have you ever considered signing up for a camera safari in Tanzania East Africa? It’s famous for large numbers of big game species at home on the sweeping Serengeti plains! Just think about it. This is the classic… Continue reading Photoshoot On The Serengeti
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By Walter J. McDonald
Congratulations. You have just been appointed manager of new and used machinery sales and rentals in a large multi-branch machinery dealership. This is a significant challenge and the purpose of this guide is to help you get a quick start and help ensure long-term success for you and your sales team. In my experience, highly… Continue reading Sales Operations Assessment for The Newly Appointed Multi-Branch Dealer Sales Manager
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