Dealer Development:

The OEM Regional Sales and Product Support Manager’s Guide

Now Available for Purchase

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 Text Highlights:

  • Three OEM Dealer Development Case Histories: 1970’s-1980’s J.I. Case, 1980’s-1990’s Bobcat, 1990’s – 2000’s Mitsubishi Caterpillar Forklift America 
  • Building an Optimum Manufacturer-Dealer Partnership
  • Dealer Recruitment Program
  • The OEM Perspective—Optimizing Field Team Results
  • The Dealer Perspective—What is needed and expected
  • The "Never Do's"
  • The Eight Dealer Development Tools
  • Data Analytics for Sales and Marketing Strategy
  • Returns on Digital Investments
  • How to Avoid Death by 10,000 Cuts or, How to Improve Dealer Cash Flow
  • High Profit Performance Metrics and World Class Best Practices by Revenue Center: Parts, Service, Rentals, Used Machinery, New Machinery and, Customer Service & Retention
  • How Dealers Evaluate their Manufacturers
  • Best Practices in OEM Dealer Development
  • Powerful New Market Share Development Strategy
  • Where to Begin Dealer Product Support Development Efforts
  • Where to Begin Dealer Machinery Sales Development Efforts
  • Four Challenging “How do you best approach this situation” Case Problems
  • How Dealers Can Avoid Problems with OEM Sales and Service Agreements

Early Reviews by Industry Leaders:

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.           

James A. Wilson, Manager Dealer Development,  Mitsubishi Caterpillar Forklift America (Ret.)

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
United Kingdom

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