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Resources and best practices for machinery dealer development

Our blog has a mix of articles written by our founder, Walter McDonald, and by other industry experts, business owners, and equipment dealer team members. Learn about everything from marketing ideas to tips for successful branch operations to how to retain customers—and everything in between!

How to Develop Financial Competence In Your Management Team

By Walter J. McDonald Executive Summary Absorption Rate is one of the most important performance ratios equipment dealerships should measure. The really big, profitable dealers demonstrate the significance of what improving Absorption Rate can do for the health and success of the dealership. The absolute number representing “Recovery Rate” is interesting, but not a call… Continue reading How to Develop Financial Competence In Your Management Team

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Relationship Hierarchy

How Accounts View Dealerships By Walter J. McDonald In our previous article on A/B Account Contact Frequency* we discussed the importance of building relationships with those top accounts that provide 80% of your business. An insightful way to measure progress in building those relationships is to determine how these A/B (and some C accounts) view your… Continue reading Relationship Hierarchy

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Contact Strategy: Optimizing Market Share

How to Successfully Service All Machinery Customers By Steve Ross and Walter McDonald Structuring the Account Development Team The machinery dealer’s end-user customer is their most valuable asset. Yet, there is often minimal company-wide attention/coordination to maintain and develop this incredibly important relationship. Traditionally, the sole responsibility fell to the territory sales rep. However, today,… Continue reading Contact Strategy: Optimizing Market Share

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Empowering Equipment Distributors with Mobile Apps

By Tom Paul, CEO of Pop Art. Inc., Guest Contributor Introduction In today’s fast-paced business environment, staying ahead in the competitive landscape requires sales teams to be equipped with the right tools and knowledge. Sales enablement, a strategic approach to provide resources and support to sales professionals, plays a crucial role in enhancing their productivity… Continue reading Empowering Equipment Distributors with Mobile Apps

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Three Essential Tools for Dealers

When it comes to identifying leads, turning those leads into customers, and retaining those customers over the long term, there are certain strategies or tools that every dealer needs to put in place. Those strategies are identifying website visitors, regularly sending out emails, and conducting customer satisfaction surveys to understand where you need to improve… Continue reading Three Essential Tools for Dealers

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