Achieving Excellence in Dealer/Distributor Performance
Achieving Excellence in Dealer/Distributor Performance

Author:

Publisher: Createspace Independent Publishing Platform

Published: 2015-06-09

Total Pages: 377

ISBN-13: 9781511901321

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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

Insightful Selling
Insightful Selling

Author: Adon Rigg

Publisher: Createspace Independent Publishing Platform

Published: 2011-10-11

Total Pages: 0

ISBN-13: 9781466428607

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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

Working at a Distance
Working at a Distance

Author: Ms Cassandra J Smith

Publisher: Ashgate Publishing, Ltd.

Published: 2014-05-28

Total Pages: 217

ISBN-13: 1472425235

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Organizations are implementing virtual teams using web technologies as a cost-effective measure for training and project development. In Working at a Distance, Cassandra Smith provides a detailed, comprehensible virtual team business model for managers, professionals, teachers or students involved globally with such initiatives.

Value Dominant Logic
Value Dominant Logic

Author: Gautam Mahajan

Publisher: CRC Press

Published: 2018-12-07

Total Pages: 194

ISBN-13: 0429627807

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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.

Handbook of CRM
Handbook of CRM

Author: Adrian Payne

Publisher: Routledge

Published: 2012-07-26

Total Pages: 460

ISBN-13: 1136400176

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Customer Relationship Management is a holistic strategic approach to managing customer relationships to increase shareholder value, and this major Handbook of CRM gives complete coverage of the key concepts in this vital field. It is about achieving a total understanding of the concepts that underlie successful CRM rather than the plethora of systems that can be used to implement it. Based on recent knowledge, it is underpinned by: * Clear and comprehensive explanations of the key concepts in the field * Vignettes and full cases from major businesses internationally * Definitive references and notes to further sources of information on every aspect of CRM * Templates and audit advice for assessing your own CRM needs and targets The most lucid, comprehensive and important overview of the subject and an invaluable tool in enabling the connection of the major principles to the real world of business.

Political Economy and the Changing Global Order
Political Economy and the Changing Global Order

Author: Richard Stubbs

Publisher: Don Mills, Ont. : Oxford University Press

Published: 2006

Total Pages: 512

ISBN-13:

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Covering the basics necessary for a course in international political economy (IPE), this text comes from a non-American, critical perspective and the contributors are drawn from prominent scholars of IPE around the world.

Customer Relationship Management
Customer Relationship Management

Author: Francis Buttle

Publisher: Routledge

Published: 2009

Total Pages: 495

ISBN-13: 1856175227

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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.

Results
Results

Author: Bruce A. Pasternack

Publisher: Crown Business

Published: 2005-10-18

Total Pages: 256

ISBN-13: 0307337316

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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.