Download or read book Achieving Excellence in Dealer Distributor Performance written by and published by Createspace Independent Publishing Platform. This book was released on 2015-06-09 with total page 377 pages. Available in PDF, EPUB and Kindle. Book excerpt: Achieving Excellence in Dealer/Distributor Performance offers in-depth management coaching in each of these areas -- machinery sales, rentals, service, parts and customer training and retention, and is filled with practical programs to strengthen and increase profitability, cash flow and customer retention.Improving an industrial equipment business has four requirements:1. Measure the dealership against proper benchmark metrics. These 48 Critical Profit Variables are covered in detail in this text.2. Determine where you stand, find the gaps in your performance, Comprehensive self-assessment tools are provided.3. Identify "best practices" of high-performance dealers. Recommendations are made for each business area.4. Energize your company into a continuous improvement program. Numerous team discussion projects are included in the text. 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, this book 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 guide is an absorbing refresher for informed senior executives and a highly useful handbook for those future dealer leaders and related OEM managers on the way up.This dealer guide actually contains two books, one book with benchmarks and advice on what the numbers mean and the second book on how to improve the numbers. This manuscript could have been subtitled: 'real metrics, real solutions.' The dealer/distributor can analyze its business operations through the performance yardsticks presented in this timely publication.By Nick W. McGaughey, CPA, "This dealer text is very well thought out, well written, easy to read and follow. I believe it will be very beneficial to dealer principals and operating managers.By Dr. Shankar Basu, CEO Toyota-Lift of Los AngelesI particularly like the section 'How This Book Can Help' included early on in the work to help the user focus in on their primary trouble spot. I also appreciate the inclusion of the page on 'Terminology.' I think it does a good job of setting up the frame of reference for the user. By Jim JohnsonFormer Dealer Development ManagerNavistarI think dealer principals, operations and general managers, and sales, parts, service and rentals could all use this book. I can see value in taking this as a group reading project in our dealership and having weekly discussions on certain chapters.By George M. KeenOperations ManagerNew Virginia TractorI very much believe this will be a very beneficial tool to any dealership wanting to set achievement points to their success in all areas of operation.By Mike O'DonnellPresident & CEOStuart Tank SalesThis type of manual for a Dealer Principal is new and I think it is needed.By Bill L. RyanPresidentLiftOneEverything in this book is on target and relevant to running a successful dealership in today's world.By John ShearerGeneral Manager Construction and Forestry4Rivers EquipmentThis book has given me the opportunity to reflect, review and compare our current processes to the industry specific benchmarks that are discussed in the book. This effort has challenged me to go back to the basics of good business and review those (points) with others in our organization. By Stuart Thompson PresidentGarrison Toyota Material HandlingThis is a new manager training tool. I think new line managers should be reading this book so they understand how a Dealer Principal thinks when he looks at his business metrics and challenges.By Joe Verzino PresidentLifTech

Download or read book Strategies Tactics Operations for Achieving Dealer Excellence written by Walter J. Mcdonald and published by Createspace Independent Publishing Platform. This book was released on 2016-11-25 with total page 564 pages. Available in PDF, EPUB and Kindle. Book excerpt: Available NOW! "Strategies, Tactics, Operations for Achieving Dealer Excellence" is the second volume in McDonald's Master's Program in Dealer Management. It is the companion to his highly regarded, "Achieving Excellence in Dealer/Distributor Performance." "Strategies, Tactics, Operations" is the Comprehensive Guide to building Revenue Center management strengths. McDonald provides a roadmap to deploy highly competitive operations in New and Used Machinery Sales, Rentals Service and Parts. The Master's Program in Dealer Management Executives who utilize these texts in their business are achieving Master's Level insight into dealer management problems. Until now, there was only "tribal knowledge" of best ways to approach and solve dealer operations problems. At last, this "tribal knowledge" has been written indexed in the form of 500 documented Best Practices. THE THREE-VOLUME MASTER'S PROGRAM IN DEALER MANAGEMENT: Book One: "Achieving Excellence in Dealer/Distributor Performance" The first volume in the Dealer Development series, "Achieving Excellence in Dealer/Distributor Performance" focuses on how to optimize quantitative results . This text focuses on the 48 Critical Profit Variables or Performance Benchmark Standards for the five Dealer Revenue Centers: New and Used Machinery Sales, Rentals, Parts and Service. Book Two: "Strategies, Tactics, Operations for Achieving Dealer Excellence" This second volume, begins with building a Strategic Vision and provides a practical "how to" process for creating a winning Strategy. What assets do you use and where? Walter defines the characteristics of Operations Excellence in each revenue center. You examine 500 Best Business Practices of World-Class Dealers. Which are appropriate for you? Which must you do well to gain competitive advantage? Book Three: "Dealer Problem-Solving Handbook"" McDonald's "Dealer Problem-Solving Handbook" is a comprehensive trouble-shooting tool. Sales and Operations Problems are listed by Revenue Center. Causes are discussed and possible solutions are referenced in detail by page in his two texts: "Achieving Excellence in Dealer/Distributor Performance" and "Strategies, Tactics, Operations for Achieving Dealer Excellence." What Dealers are saying: Doug Taylor, President, Owner, Earthborne Trucks and Equipment I initially became acquainted with Walter through reading his first book, "Achieving Excellence in Dealer/Distributor Performance." I read the book many times. The insight it gave me into my own dealership made me wish I had been given this book at the beginning of my career. We were able to apply many of the tools and concepts suggested by Walter in his book to our construction equipment and heavy-duty truck business. Now, after reading Walter's "Strategies, Tactics, Operations for Achieving Dealer Excellence" and understanding how we have applied many of these principals to building our growth and profitability plan, I am confident that my company will be positioned to grow in our market. Applying the right strategy will allow us to execute the changes we need, the first time, and within the reach of our companies resources. Dealers who utilize the Revenue Center Best Practice Audits will be able to identify strengths and weaknesses, will quickly start prioritizing the biggest opportunities for improving their dealerships. For us, a quick comparison of each manager's top 5 weaknesses started to set the framework for revenue center action plans. Dealers who Benchmark their operations against the recommended 48 Critical Profit Variables will be able to rank, by priority, which business areas offer the most incremental profit and growth. I personally encourage every equipment Dealer Principal to at least get Walter's two volume set of Dealer Development books on the principals and practices of Excellence in Dealer Management and get those books in the hands of every key person at the dealership.

Download or read book Dealer Development written by Walter J McDonald and published by . This book was released on 2021-06-22 with total page 508 pages. Available in PDF, EPUB and Kindle. Book excerpt: Dealer Development: OEM Regional Manager's Guide Introduction by Luke Sheppard The sharp end of the stick. The lightning rod. The business end of the OEM. However you choose to describe the role of the OEM Regional Manager, their importance in the mutual success of the dealer and OEM is indisputable. The role of OEM regional manager is not an easy one, and success is anything but guaranteed. It's a tough existence being the sharp end of the OEM's stick in the field and the recipient of the dealer's (and customer's) dismay. At the same time, you're expected to provide a tremendous amount of product and service support from your OEM to those same people. In my experience, many fail for various reasons, including a lack of understanding of the dealers' business and market, inadequate investment into the relationship they have with their dealers, and a lack of focus on outcomes that benefit both parties (us vs. them mentality still prevails). Success in this game, like many others, comes down to the fundamentals of effective collaboration. Enter, Walt McDonald. For more than four decades, Walt has been helping equipment and capital goods dealers collaborate with their OEM's to drive above-average results by using practical strategies, tactics, and tools. Walt has indeed seen it all in this industry, and he speaks the truth. His conviction about and steps to cultivate a mutually beneficial partnership with your dealer are wise words to be heeded by any OEM representative in this industry. I came to know Walt by reputation before having had the privilege to engage with him on a more personal level. When I made the jump from factory to dealer leadership, I knew that my learning curve would be steep. So I asked around about how I could accelerate my onboarding into the retail side of the equipment business. The response was nearly unanimous: Walt MacDonald and his Master's Program in Dealer Management. The easy-to-follow and implement step-by-step guide in Walt's program helped me become a much more effective general manager in far less time than I expected. I'm convinced this OEM Regional Manager's Guide will do the same for you. This book will help you identify what you need to know about your dealer's business, before the all too often loss of credibility that accompanies making overconfident and unfounded recommendations about their business. It will help you figure out which wins are mutually beneficial vs. those that have a one-sided advantage. You will learn how to quantitatively appraise your dealer and prioritize your efforts for their development. If you are an OEM Channel Executive, Regional Sales Manager OR Regional Product Support Manager or, a newer manager on the way up and tasked with growing your OEM's business, this book will provide you with the tools you need not just to grow the business, but help make your OEM and dealer stronger as a result. Knowing how to grow your dealer and focus your efforts for mutual success isn't easy. But there's no reason to make it harder than it has to be. This is the book that every OEM Regional Manager should read before your first visit to a dealership. With collaboration as your priority and this guide as your basis for success, you will be . Luke Sheppard has 20 years heavy equipment industry experience in engineering, operations, general Management and executive leadership roles in the U.S. and Canada with Tigercat, Timberjack, John Deere and Nortrax. He holds a bachelor's degree in Mechanical Engineering from the University of Wisconsin, a master's degree in Systems Engineering from Iowa State University, and an Executive MBA from the University of Iowa. Luke is the author of the just-released book, Driving Great Results: Master The Tools You Need To Run A Great

Download or read book Social Media for the Executive written by Brian Boyd and published by One Seed Press. This book was released on 2013-07-03 with total page 128 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Achieving Excellence Through Customer Service written by John Tschohl and published by Best Sellers Publishing. This book was released on 1996 with total page 388 pages. Available in PDF, EPUB and Kindle. Book excerpt: Promotes the theory that superior customer service leads to a superior business organisation

Download or read book Insightful Selling written by Adon Rigg and published by Createspace Independent Publishing Platform. This book was released on 2011-10-11 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Game Has Changed Do You Know the New Formula for Sales Success? Seven factors are changing the marketplace forever, and with it, the relevance of every sales professional in every company's sales force. The Internet, commoditization, rising inflation, changing demographics and more are transforming how the world does business. Sales professionals who wish to survive must change or they will become irrelevant and obsolete. They must be able to create opportunities and value for busy and sophisticated buyers or find themselves by the wayside with yesterday's travel agents and telephone operators. In fact, by 2020, it's estimated that 15 million of the 18 million sales positions in America will be eliminated.* Do you know what it will take for you to survive? In his new book, Insightful Selling, Adon Rigg, CME, CSE, shows readers how to prepare for these changes so they can sell successfully in the 21st century. Rigg outlines an easy to apply 5-part formula that allows customers to see you as an Insightful Executive who understands their business. The language of any and all business is financial in nature. To be valuable to customers, you need to know this language. Whether you call on CEOs or purchasers of office supplies, your prospects have an obligation to make a positive impact on their company's income statement. Insightful Selling will show you how to demonstrate your value and how you can make the most substantial impact to their business. If you are a business owner, entrepreneur, infopreneur, sales representative or sales manager responsible for driving revenue growth, this book is for you. The Buzz on Insightful Selling: "If you are a salesperson who wants to sell, now, and get immediate results, this book is for you. Rigg has condensed his years of experience and encyclopedic knowledge of sales into a mini-encyclopedia that covers the key skills a salesperson needs today--everything from how to use Twitter, to how to create a value proposition, to how to decipher a customer's personality, to how to draft a winning proposal." - Brett Clay, Author, Selling Change "A must have book for any sales library! The S.A.L.E.S. process that Adon uses is simple to grasp, yet its power is in its simplicity. He clearly communicates the complex process of selling in a down to earth manner that is easy to follow and understand. When you are done reading it, you will feel compelled to put this process into practice." - Chris Rollins, The Conductor "Insightful Selling is one of the few sales books I have read that instructs sales people to look at selling from a business perspective. Adon outlines key strategies to help sales people become better executives by understanding key business issues faced by prospects and customers. Sales people who apply Adon's advice will quickly stand out from their competition." - Kelley Robertson, Author, The Secrets of Power Selling

Download or read book Operations Management for Construction written by Chris March and published by Routledge. This book was released on 2009-02-09 with total page 267 pages. Available in PDF, EPUB and Kindle. Book excerpt: Students studying construction management and related subjects need to have a broad understanding of the major aspects of controlling the building processes. Operations Management for Construction is one of three textbooks (Business Organisation, Operations Management and Finance Control) written to systematically cover the field. Focusing on construction sites and operations which are challenging to run, Chris March explores issues such as the setting up of the site, the deciding of the methodology of construction, and the sequence of work and resourcing. As changing and increasing regulations affect the way sites are managed, he also considers the issues and methods of successful administering, safety, quality and environment. Finally, the contractor’s responsibility to the environment, including relationships with third parties, selection of materials, waste management and sustainability is discussed. Chris March has a wealth of practical experience in the construction industry, as well as considerable experience of teaching, which he uses to support the theory and principles set out in the book.

Download or read book Handbook of Research on Venture Capital written by Hans Landstr”m and published by Edward Elgar Publishing. This book was released on 2012-01-01 with total page 305 pages. Available in PDF, EPUB and Kindle. Book excerpt: ÔThis exciting second volume of cutting-edge research on venture capital takes up where volume one leaves off, bringing greater depth to topics covered in the first volume (such as angel investing) and adding new topics and insights. It poses interesting questions such as Ð Is venture capital in crisis? Are new models of early investing needed? Ð and offers carefully researched answers. Landstršm and Mason provide insightful commentary and skillfully pinpoint the contributions of a talented set of researchers. Both scholars and practitioners of venture capital will want to read this book.Õ Ð Harry J. Sapienza, University of Minnesota, US ÔThe second edition of the Handbook of Research on Venture Capital provides an important guidepost for venture capital researchers. As Landstršm and Mason point out, the nature of venture capital has changed dramatically over the last ten years. The asset class as a whole has failed to return principal and the old model is under tremendous strain. The contributors nicely highlight many of these changes, especially how venture capital has scaled beyond the US. For those of us active in venture capital research, the chapters raise many interesting research questions that deserve further attention.Õ Ð Andrew Zacharakis, Babson College, US This Handbook charts the development of venture capital research in light of the global financial crisis, starting with an analysis of the current venture capital market and the changing nature of the business angel market. Looking at governance structures, the performance of venture capitalists in terms of investments, economic impact and human capital, and the geographical organization of business angels and venture capital global ÔhotspotsÕ, this book also analyses the current state of venture capital research and offers a roadmap for the future.

Download or read book Strategic Management in Small and Medium Enterprises written by Farhad Analoui and published by Cengage Learning. This book was released on 2003 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: In most countries, statistics show that 99% of businesses are classified as 'small businesses'. In the UK alone, 99.8% of businesses employ less than 250 staff and these companies contribute more than a half of the UK's turnover. This new textbook goes where other strategic management texts have not and focuses on these small and medium size enterprises (SMEs), rather than focussing on large corporations and the actions of their CEOs. The authors consider how managers of small firms perceive the processes associated with strategic management, what decisions and actions they adopt to ensure competitive advantage, how business strategies are formulated and implemented in SMEs, and what the strategic role of entrepreneurship within small businesses is. They also discuss how SMEs should act for maximum competitive advantage, and consider the 'gap' between ideal theory and practice. This unique textbook will be essential for students on Small Business, Entrepreneurship and Enterprise modules at undergraduate and Masters level, and will also be useful on core modules in Strategy, Business Policy and Strategic Management at all levels.

Download or read book Value Dominant Logic written by Gautam Mahajan and published by CRC Press. This book was released on 2018-12-07 with total page 194 pages. Available in PDF, EPUB and Kindle. Book excerpt: Increasing disruption, diminishing returns, and demanding customers require business leaders to create more value, remain relevant, and stay ahead of competition. CEOs must evolve a "value creation" culture for the company in order to properly balance the interests of customers, employees, investors, and the marketplace. People who succeed, succeed because they create value, but they do so unconsciously. Creating value consciously makes you create more value and destroy less value. Doing something good or improving the well-being of someone creates value. You buy and re-buy a product on a value basis. Value dominant logic is relevant to all of us. Value creation is used in all fields, but is not well understood. This book takes value creation to the next level, showing how value is basic to human endeavor and is not focused on enough even when we try to create value. Most books on value creation focus on creating monetary value for companies. This book suggests that value is greatly created and enhanced by creating value for others. To create value for customers, one must first create value for the providers, including employees, suppliers, and the society at large. The goal is to improve the quality of life and well-being. This book provides ways of implementing these thoughts and educates readers about value and how to create it.

Download or read book Investigating Matter written by Sally M. Walker and published by LernerClassroom. This book was released on 2011-08-01 with total page 44 pages. Available in PDF, EPUB and Kindle. Book excerpt: Looks at what matter is, and examines the different states that it can change into.

Download or read book Collaborative Selling written by Tony Alessandra and published by Wiley. This book was released on 1993-10-01 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Collaborative Selling How to Gain the Competitive Advantage in Sales "Quality was the key word for success in the ’80s. Team selling that makes the customer a true partner will be the point of differentiation in the ’90s. Collaborative Selling lays out a clear road map for value-added marketing." —Buck Rodgers Former Vice President of Marketing, IBM Corporation Author, The IBM Way "The traditional ‘hard sell’ approach to customers is passé successful selling in the ’90s requires building a partnership with customers. Collaborative Selling tells you how to develop a cooperative, long-term relationship with your customers." —Og Mandino Author, The Greatest Salesman in the World "Tony and Rick are masters of win-win communications. Their new book will take you above and beyond the competition." —Denis Waitley Author, The New Dynamics of Winning "Collaborative Selling offers a fresh, new look at the art of selling that focuses on solving customers’ problems and meeting your customers’ needs." —Dr. Charles Garfield, President The Charles Garfield Group Based on a dynamic new approach proven in sales training programs in some of the nation’s most successful companies, Collaborative Selling supplies a results-driven, six-step communication and problem-solving program that helps you accurately target your market…identify and contact your best prospects, explore and meet their needs and expectations, then work collaboratively to select the solutions that reward you both.

Download or read book Warehouse Management written by Gwynne Richards and published by Kogan Page Publishers. This book was released on 2011-06-03 with total page 344 pages. Available in PDF, EPUB and Kindle. Book excerpt: Warehouses are an integral link in the modern supply chain, ensuring that the correct product is delivered in the right quantity, in good condition, at the required time, and at minimal cost: in effect, the perfect order. The effective management of warehouses is vital in minimizing costs and ensuring the efficient operation of any supply chain. Warehouse Management is a complete guide to best practice in warehouse operations. Covering everything from the latest technological advances to current environmental issues, this book provides an indispensable companion to the modern warehouse. Supported by case studies, the text considers many aspects of warehouse management, including: cost reduction productivity people management warehouse operations With helpful tools, hints and up-to-date information, Warehouse Management provides an invaluable resource for anyone looking to reduce costs and boost productivity.

Download or read book Results written by Bruce A. Pasternack and published by Crown Business. This book was released on 2005-10-18 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: Every company has a personality. Does yours help or hinder your results? Does it make you fit for growth? Find out by taking the quiz that’s helped 50,000 people better understand their organizations at OrgDNA.com and to learn more about Organizational DNA. Just as you can understand an individual’s personality, so too can you understand a company’s type—what makes it tick, what’s good and bad about it. Results explains why some organizations bob and weave and roll with the punches to consistently deliver on commitments and produce great results, while others can’t leave their corner of the ring without tripping on their own shoelaces. Gary Neilson and Bruce Pasternack help you identify which of the seven company types you work for—and how to keep what’s good and fix what’s wrong. You’ll feel the shock of recognition (“That’s me, that’s my company”) as you find out whether your organization is: • Passive-Aggressive (“everyone agrees, smiles, and nods, but nothing changes”): entrenched underground resistance makes getting anything done like trying to nail Jell-O to the wall • Fits-and-Starts (“let 1,000 flowers bloom”): filled with smart people pulling in different directions • Outgrown (“the good old days meet a brave new world”): reacts slowly to market developments, since it’s too hard to run new ideas up the flagpole • Overmanaged (“we’re from corporate and we’re here to help”): more reporting than working, as managers check on their subordinates’ work so they can in turn report to their bosses • Just-in-Time (“succeeding, but by the skin of our teeth”): can turn on a dime and create real breakthroughs but also tends to burn out its best and brightest • Military Precision (“flying in formation”): executes brilliant strategies but usually does not deal well with events not in the playbook • Resilient (“as good as it gets”): flexible, forward-looking, and fun; bounces back when it hits a bump in the road and never, ever rests on its laurels For anyone who’s ever said, “Wow, that’s a great idea, but it’ll never happen here” or “Whew, we pulled it off again, but I’m tired of all this sprinting,” Results provides robust, practical ideas for becoming and remaining a resilient business. Also available as an eBook From the Hardcover edition.

Download or read book Managing Service Excellence written by C William Crutcher and published by . This book was released on 2017-12-08 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: What is the one thing that all businesses depend on? Customers. What could be more important, then, to your organization's enduring success than a solid, well-planned and executed customer service strategy--a philosophy and culture that show customers that they are the reason you are in business in the first place? As this book reveals, we are all in the business of serving customers, whether they be external or internal to your organization. It therefore behooves each of us to understand and practice the principles of service excellence. Managing Service Excellence is a comprehensive guidebook for creating and maintaining a customer-centric organization. Through chapters focusing on specific skill sets, real-world examples, and review questions, this book details how to create a satisfied customer and keep them for life. In clear, accessible language, Crutcher covers every aspect of service--from effective planning, communication, teaming, and coaching strategies, to managing change, strengthening critical thinking and problem-solving skills, and leveraging customer feedback to drive business improvement and innovation. With extensive experience in C-level and higher education roles, Crutcher helps us understand what customers really want and need, what drives their individual behavior, and how to best customize our service approach accordingly. In a world where technology is constantly changing the business landscape, this book serves as a timeless resource on the fundamentals of customer service. There will never be a substitute for the competitive advantage that integrity, competence, and relationship-building provide. As Crutcher writes, "If you build it, they will come" may work in the movies, but in real life, success requires a consistent effort in the field of customer service. Managing Service Excellence provides the keys.

Download or read book Top Performance written by Zig Ziglar and published by Revell. This book was released on 2019-09-17 with total page 190 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this new edition of the classic book, you'll learn how to get the most out of yourself and others by developing people management skills. You will also be introduced to the qualities needed for good leadership and specific solutions for overcoming and correcting poor management practices. Rich with anecdotes and vivid illustrations, Top Performance provides specialized instruction for improving relationships with supervisors, coworkers, and subordinates to achieve maximum effectiveness in any profession. This new edition includes three new chapters and a new foreword by Tom Ziglar.

Download or read book Customer Relationship Management written by Francis Buttle and published by Routledge. This book was released on 2009 with total page 495 pages. Available in PDF, EPUB and Kindle. Book excerpt: This title presents an holistic view of CRM, arguing that its essence concerns basic business strategy - developing and maintaining long-term, mutually beneficial relationships with strategically significant customers - rather than the operational tools which achieve these aims.