Dealer Principals aspiring to be a top 10% performer in their class must look beyond the historical scoreboards of the P&L and Balance Sheet to optimize their business. In order to optimize dealership performance and achieve financial prosperity, highly successful dealers are exploiting the Four Dimensions of Dealer Development: Markets, Customers, Operations and Management. Markets… Continue reading Four Dimensions of Dealer Development

Researched and Presented byWalter J. McDonald, President The McDonald Group, Inc. walt@mcdonaldgroupinc.com • www.mcdonaldgroupinc.com The customized development program designed for machinery OEM customer contact managers and senior distributor/dealer executives and managers. This is the OEM Curriculum Track. A Certificate in Machinery Dealer Development will be awarded upon successful completion of all course and study requirements.… Continue reading Executive Program in Machinery Dealer Development

Unless you’ve spent the last year on another planet, you must know that many Dealer Principals are extremely unhappy with their current sales rep performance. A company owner just told me, quote, “These guys are fat, dumb and happy. They simply have not adjusted to the new market realities. They are waiting for the phone… Continue reading Sales Rep Confidential: AreYou A Dinosaur?

A Practical Guide that Works Industrial equipment industry customers today are demanding both product quality AND quality aftermarket parts and service support. By the end of the last decade, most equipment manufacturers have learned how to delivery quality products. From forklifts to excavators and conveyors, the machinery industry produces the highly reliable products end user… Continue reading Product Support: a Barrier to Competition

I attended a sales / product training meeting several years ago where customers using competitive equipment were part of a panel taking questions from our sales team. One question posed was, “how often should a sales rep call on you?” The response was classic and one that hit home. “You can call on me every… Continue reading Participation rate and market share

Service and Parts Managers Say, “Burnout Is Their Number One Obstacle to Top Performance.” A sinister force in our industry today is cutting down many excellent employees in their prime. The hidden problem is service and parts management BURNOUT! Many dealer executives tell me the expected time on the job for Service Managers or Parts… Continue reading A Dirty Industry Secret:Service Management and Parts Management Burnout

Machinery dealers are taking data analytics more and more seriously. Enterprise software vendors are offering amazing color graphics, pie charts, graphs, bar charts. But behind all this is the question, “What do you really need to know?” What information will provide you the most helpful and useful insights into pursuing your very best opportunities? Do… Continue reading 11 Dynamite Tools to Help Improve Dealer Market Knowledge

Introduction Back in 1990 manufacturing was dramatically transformed with the development of what is commonly referred to as Lean or Continuous Improvement. The result of a manufacturer adopting this system was that they could produce widgets faster, safer and at a lower cost while improving quality. As the success of manufacturers continued, the ideas also… Continue reading Manufacturing Better Service Operations

In our highly-acclaimed textbook, Achieving Excellence in Dealer/Distributor Performance, author Walter McDonald presents his recent research on “How Dealers Evaluate Their Manufacturers” in Chapter 29. In the following article by Jim Wilson, we continue the discussion on how to improve dealer/distributor relations with their OEMs. Jim now takes this important issue to the next level.… Continue reading OEM Sales And ServiceAgreements

In our McDonald Group Asset and Revenue Center Management Workshop we work extensively on profit improvement strategies for machinery distributors. As the instructor, I was impressed with the intensity and seriousness of participating managers. Each of the companies who have attended are now working on significant programs to bolster revenue center margins and improve operating… Continue reading Four Profit Improvement Strategies