Dealer Development: OEM Regional Manager’s Guide arrived today. Wow! You and your editor should be very proud of this complete piece of work. No OEM could possibly accumulate the experience and talent to create and document on their own such a functional treatise. It represents a lifetime achievement and no one has anything like it.
For user reference, the Table of Contents and Index are clear and well organized for solving problems and cashing in on opportunities.
Those who choose to use the Guide will deliver unmatched value to their dealers, customers and stakeholders. Those who choose to focus on only making the next sales goal will lose track of the big picture and experience churn over of customers, dealers, and employees.
I think the new Dealer Development: The OEM Regional Manager’s Guide is excellent. The book in general is interesting, factual, clear and concise and more importantly, actionable. It focuses attention in all of the right areas and works from the very start to drive collaboration between the OEM regional manager and the dealer network. The clear action plans laid out as you make your way through will ensure that whoever is following it with have a much deeper understanding of their territory and where to focus their efforts.
This guide is a must read for any regional manager looking to optimise their performance. This book addresses the fundamental importance of strong working relationships and trust between the OEM and dealer network and demonstrates how true success comes from the synergy between sales and the aftermarket. Walt provides a simple to follow and highly practical framework to help you understand your dealers’ businesses and markets in greater detail, build relationships that last, the KPI’s that truly matter and prioritise your efforts to maximise the reward.
Alex Stewart, Global Major Accounts Aftermarket Sales Manager
The professional guidance offered here in Dealer Development: The OEM Regional Manager’s Guide is most remarkable and the best in the industry.
Andrew Li, Vice President
Toyota Industrial Equipment