Improving an industrial equipment distribution business has six requirements:
1. Identify and study world-class machinery dealer quantitative operations performance achievements.The text covers the 48 most critical areas in detail. 2. Determine where you stand. Measure your current company performance against these 48 High-Performance Benchmarks.3. Determine the "gaps," differences between your current performance and World Class Dealer Benchmarks. Comprehensive self-assessment tools are also provided in the book. 4. Rank your performance deficiencies by financial impact and priority. (Where can you really leverage your management effort?) 5. Structure remedial Action Plans to correct problems and work toward eliminating most serious performance deficiencies. Recommendations are made for each business area. 6. Energize your company management team into a continuous improvement program. Numerous team discussion projects are included in the text help build involvement and commitment.Achieving Excellence in Dealer/Distributor Performance is designed and written to help you successfully navigate through these six steps. The McDonald Group Institute for Dealer Development founder and author Walter McDonald has based this text on 40 years' experience in dealer management consulting and over 2,650 dealer management workshops.In many ways, his four-volume Master's Program in Dealer Management is a written reflection of Walt's live dealer management seminars. If you are familiar with his work, you know that he focuses on the real value generating activities of the business. He is in the trenches with the dealer managers and field sales and aftermarket reps who create real value and make it happen every hour of every day in the dealership. McDonald's dealer management guides are an absorbing refresher for informed senior executives and highly useful handbooks for those future dealer leaders and related OEM managers on the way up.BOOKS in The Master's Program in Dealer Management by WALTER J. McDONALD:
- "Strategies, Tactics, Operations for Achieving Excellence" is now available. This Volume 2 contains management performance assessment procedures, tools to structure remedial actions and over 600 Best Practices across all Revenue Centers. "Strategies, Tactics" features a comprehensive high-impact accelerated start up program for new sales reps, a success-proven aftermarket parts sales and marketing guide, winning service labor technician productivity improvement techniques plus many other useful dealer management procedures.
- Volume 3, "Dealer Problem-Solving Handbook" is the roadmap or guide to finding problem-solving management tools in "Achieving Excellence" and "Strategies, Tactics" texts. Problems are listed by Revenue Center. Causes are discussed and potential solutions are referenced in detail by page in Volumes 1 and 2.
- Volume 4, "Workbook and Study Guide for the Master's Program in Dealer Management" will be available in April, 2017. The "Workbook" examines the drivers of profitability, market share and customer retention and helps dealer management identify those four or five significant actions that, if executive will fundamentally change the business.