Confessions of a Service Manager

I’ve been working in Product Support most of my life. Most of those 30 years have been primarily focused on service department product support. I spent time as a shop mechanic, field mechanic, shop foreman, and service manager. I learned a lot during those years. I learned: How to move labor and material around on… Continue reading Confessions of a Service Manager

Accelerated Start-Up: How to Get Your Brand New Sales Rep Productive in Less than 100 days

You have just spent quite a lot of time, effort and money recruiting and selecting what you hope will be a highly productive new member of your sales team. Your recruitment process has been developed over the years, including testing, screening, reference checking and multiple interviews. You might have even invited the candidate to complete… Continue reading Accelerated Start-Up: How to Get Your Brand New Sales Rep Productive in Less than 100 days

How to Avoid Death by 10,000 Cuts

A recent industry survey of Dealer Principals ranked Cash Flow as their #1 issue of concern. Everyone knows that “cash is king.” But, how do you build the systems infrastructure to defend and optimize your cash flow? The amount of money flowing through a dealership makes cash control critical. How do you avoid “cash leaks”… Continue reading How to Avoid Death by 10,000 Cuts

How to Sell Engineered Systems

Engineered Systems are custom-designed and fabricated tools to improve productivity. These systems are cost sensitive and require significant economic justification. Their value-added in the production process is to increase efficiency and to safely enhance throughput. There is wide application for engineered systems in the petrochemical, food processing, industrial materials handling and virtually all manufacturing industries.… Continue reading How to Sell Engineered Systems