A 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 by
Walter J. McDonald, President The McDonald Group, Inc.
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 requirements. Mr. McDonald will work personally with each participant on assignments, discussion sessions and study projects in each module. Video conference sessions will enable each participant to receive private coaching on course work.
Learn How To:
- Evaluate and Strengthen Dealer Market Position
- Examine Best Practices in Sales and Operations Management
- Improve Dealer Market Penetration
- Build Dealer Development Problem-Solving Skills
- Strengthen Relationships, Build Esprit d’Corps
- Quantitatively Benchmark Operations against High-Profit Dealers.
- Audit each Dealer Sales, Rental and Aftermarket Operations against our high-performance dealer checklist.
- Identify and discuss the critical success factors that contribute most to improve Dealer Profitability, Cash Flow, OEM Market Share and Customer Service & Retention.
- Build Management Problem-Solving Skills
- Special section on aftermarket operations and aftersales marketing based on world-class dealer best practices and performance metrics.
- Strengthen Machinery Sales, Margins, Deal Visibility and Closure Rate.
- Create a Roadmap for Building a High-performance Organization
The very best industry-specific machinery and aftermarket sales and operations improvement program for Company Executives, Location Managers, Department Mangers, Information Technology, Customer Service and Financial Managers to help improve profitability, return on assets, cash flow, market share and customer service and retention. We recommended dealers register management study teams to work together toward overall improvement of each revenue center.
2022 Curriculum-Dealer Management Track Click for Course Details
We currently have machinery dealer managers all over the world participating in this popular program. Work at your own pace. You will receive private coaching from Walter McDonald on each assignment. And, the curriculum can be easily modified to focus on your priority interest areas.
1. Step One: Establishing Personal Learning Objectives
2. Importance of Quants
The role of quantitative assessments in building dealer profitability, market share, and customer retention. Review critical revenue center management tools and operations performance metrics that enable you to best control the business.
3. Customer Service and Retention
How to build value delivery in every customer interaction. Examine best practices and premier dealer metrics. Identify performance standards and tools essential to manage customer expectations and maintain high levels of customer retention. Investigate how to best monitor dealer performance, listen to the voice of the customer, and how to develop the employee customer retention team.
4. Parts Operations
We begin this first of four modules on Dealer Revenue Center Management with a discussion on Management Tools. Examine best practices and premier dealer metrics. Examine why Off-Shelf Parts Fill Rate to Service is the single most important performance measurement in a machinery dealership. Discuss how obsolescence impacts parts fill rate and inventory turns. Review best approaches to improve Parts Fill Rate, Parts Warehouse Management, Parts Inventory Management, Parts Business Management, and Parts Employee Development.
5. Service Operations
Examine dealer best practices and premier dealer metrics. Project current real cash loss of low current field service and shop technician productivity. Identify drivers of individual technician productivity, and shop recovery rate. Discuss benefits of tracking technician efficiency and how to structure standard times in every shop environment. Review best approaches to Service Operation and Work Order Management, Service Supervisory Management, Service Labor Productivity Management, Service Business Management, and Service Employee Development.
6. Product Support as a Competitive Weapon
The big differentiator today in machinery distribution is product support. How to determine a competitor’s aftermarket vulnerability. How to leverage this advantage. Discuss how to significantly increase the value delivery in your aftermarket product support business.
7. Aftermarket Marketing Tools and Techniques
How to optimize aftermarket market penetration to achieve high levels of Absorption Rate. How to project market size and share for your primary product line. Analytical tools that clearly identify high potential accounts for incremental business. Promotional tools and techniques that yield the best results.
8. Rentals and Used Machinery Sales and Operations
Examine dealer best practices and premier dealer metrics. How to Conduct a Rental Market Assessment, utilize a Rental Rate Calculator, establish Rental Revenue and Profit Controls, structure proper Rental Business Policy, and potential for Long Term Rentals. Create a Used Machinery Market Development Strategy, structure proper Used Machinery Inventory Controls, and study the Eight AXIOMS for Used Machinery Success.
9. New Machinery Sales and Sales Management
Examine dealer best practices and premier dealer metrics. Create a comprehensive Market Development Strategy. Build an effective Key Account Development Strategy. See how team selling with Product Support gives you a strong competitive edge. Discuss best approaches to Machinery Sales Rep Development, Sales Supervision, and Sales Management.
10. Key Account Management
See how to best utilize the Key Account Management Profile. Review how to avoid the 10 biggest mistakes in Key Account Management. Learn how to assess customer roles, rating buyer support and degree of influence, and get up to higher levels in the account. See how to assess the prospect’s fear level. And, examine the Key Account Management checklist.
11. Financial Value of Optimizing Dealer Performance
Benchmark your dealer performance in each Revenue Center against high-profit dealers. What are the three to five management actions that must be taken to improve your overall dealer performance? Project financial impact of proposed Action Plans. Examine how to ensure successful implementation. Many great plans never get executed because of the rush of day-to-day business. These implementation tools will help ensure your success.
12. Personal Hot Topics
Private assistance from your Coach on your personal challenges related to dealer management development.
13. Final Action Plans, Tools, and Strategies for Successful Implementation
What are the three to five management actions that must be taken in each area to improve overall dealer performance? Project financial impact of proposed Action Plans. Examine how to ensure successful implementation. Many great plans never get executed because of the rush of day-to-day business. These implementation tools will help ensure your success.
Required Texts: 9 Volume “Master’s Program in Dealer Management” by Walter J McDonald. Many of the exercises, readings and program activities are in these essential textbooks. You must have a set in order to Participate in this training activity.
2022 Dealer Tuition
Master’s Program in Dealer Development including Required Textbooks
Individual student Tuition for this 13-module personalized, private distance learning management training program including the 9-volume Master’s Program in Dealer Management book set by Walter McDonald. $1,995.00. Group Tuition programs are available.
Additional Recommended Texts (to be purchased separately on Amazon.com):
The 4 Disciplines of Execution by McChesney and Coveyis used in Assignment 13.
Collaborative Selling by Tony Alessandra. Used in Assignments
Why Employees Don’t Do What They’re Supposed To Do by Ferdinand F. Fournies Used in Assignments 7 and 10.
The Master’s Program in Dealer Management
Nine-Book Set with Dealer Self-Study Curriculum by Walter j. McDonald
25 Profit Building Tools for Machinery Dealers
Practical, Cost-Effective IT Solutions. Dealer Management Tools to:
Increase Gross Profit Margin
Decrease Cost of Sales
Increase More Profitable Sales Volume
Return on Net Assets
Achieving Excellence in Dealer/Distributor Performance with Reader’s Guide
Revenue Center Performance Benchmarks
Aftermarket Sales and Operations
New Machinery Sales Management
Ultimate Financial Survival
Product Support Success Story
Strategies, Tactics, Operations for Achieving Dealer Excellence with Reader’s Guide
Six Strategic Questions Best Practices Audits: Customer Retention, Parts, Service, Rentals, Used and New Machinery.
Handle Angry Customers
Conduct Successful Aftermarket Marketing
Develop a High Performance Team
Manage Key Accounts
Structure Accelerated Start-Up for New Sales Reps
Best Access Trade Associations
Build a Big Hairy Audacious Profit Model
Becoming a More Effective Manager
Increase Service Labor Productivity
Service Management-Machinery Dealer Manager’s Handbook
Service Business Management
Service Operations Management
Successful Technician Recruiting, Onboarding
Leadership and Supervisory Management
Aftermarket Marketing and Sales
Customer Service and Retention
Executive Survey on What’s Working
World Class Service Management Best Practices
Dealer Development Training Resources
12 Essential Strategic Investments
Action Plans for Department Development
Service Management Bookshelf
Dealer Problem-Solving Handbook for Master’s Program in Dealer Management
The Problem-Solving Process 189 Issues, Problems and Possible Solutions:
Used Equipment Operations
New Equipment Operations
Controlling Obsolete Inventory
Dealer Project Planner Worksheets
Workbook and Study Guide for Master’s Program in Dealer Management
Road Map for Master Improvement Plan
“600” World Class Best Practices (pp. 32-33)
Worksheets for Dealer Principals/Executives
Worksheets for Service and Parts Managers
Worksheets for Machinery Sales, Rental Managers
Pulling It All Together for All Dealer Managers
Comprehensive Self-Study Curriculum for Master’s Program in Dealer Management
Full Curriculum for Master’s Program—Complete Assessment of Performance Benchmarks. World-Class Best Practices in Each Revenue Center
Professional Growth and Development Plan
New Insights into Information Technology
13 Chapters on Product Support Management
20 Chapters on Marketing, Sales, Sales Management
Biographical Data Sheet
WALTER J. McDONALD, CMC
Walter McDonald is founder of The McDonald Group, Inc., a private consulting firm focusing on industrial marketing and business strategies, executive education and development. For the past 45 years, Walter has been a highly respected construction equipment, farm power, material handling, forestry, turf equipment and heavy-duty truck industry seminar leader. In addition, he has worked on numerous business consulting assignments for manufacturers and dealers helping improve dealer operations, market share and profitability.