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Building Machinery Dealer Market Share:20 Essential Components of Success

By Walter J. McDonald

In my 7-volume Master’s Program book set, and in these Newsletters, we have been discussing useful and highly effective tools to build machinery market share. In this article, we summarize and prioritize essential market share building tools to help you achieve a dynamite 2021. Gaining equipment market share requires a lot more than just having… Continue reading Building Machinery Dealer Market Share:20 Essential Components of Success

About Dealer Development:The OEM Regional Manager’s Guide

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… Continue reading About Dealer Development:The OEM Regional Manager’s Guide

The 6 Basics You Need for Successful Marketing

From initial planning to analyzing the results Marketing seems simple: you’re just spreading the word about your company, right? That doesn’t take much skill, right? Wrong and wrong. Marketing requires more than just putting together an email or writing an ad. Marketing is a nuanced, multifaceted process that can overwhelm even the most successful business… Continue reading The 6 Basics You Need for Successful Marketing

Right Part First Trip: Improving Field Service Technician Productivity

By Walter J. McDonald

One of the most frustrating and costly problems in a machinery dealership is multiple visits to a field service account before the problem is fixed. The technician drives 2.25 hours to the site, finds that he doesn’t have the right part(s), so he drives 2.25 hours back to the dealership, hopefully gets the right part(s)… Continue reading Right Part First Trip: Improving Field Service Technician Productivity

Achieving Machinery Dealer Management Excellence

(by Walter J. McDonald, paperback, 402 pages, 2021)

TABLE OF CONTENTS DedicationForeword by John VandyList of Figures and TablesGuiding Principles for this ProgramWhy You Should Read this Book by Steve RossPrefaceAcknowledgmentsSpecial RecognitionIntroductionThe Master’s Program in Dealer Management (8 volume set) Part One: The Master’s Program–Dealer Management Processes 1. The Big Picture Part Two: The Master’s Program–Operations Performance Metrics 2. Managing the Dealership Overall… Continue reading Achieving Machinery Dealer Management Excellence

Sharpen Your Dealer Management Skills for 2022

The Executive Program in Machinery Dealer Management

Our McDonald Group Instructor-Led Distance Learning Executive Program is a private, personalized management development curriculum designed for machinery Dealer Leaders and OEM Regional Managers. Key Program Features: Quantitatively Benchmark Operations against High-Profit Dealers. Audit each Dealer Sales, Rental and Aftermarket Operations against our high-performance dealer checklist. Identify and discuss the critical success factors that contribute… Continue reading Sharpen Your Dealer Management Skills for 2022

The Executive Program in Machinery Dealer Development

By Walter McDonald, Founder, The Institute for Dealer Development

The 14 module Distance Learning and private, personalized development program designed for machinery distribution executives and managers. A Certificate in Machinery Dealer Development will be awarded upon successful completion of all course and study requirements. Mr. McDonald will work personally with each participant on assignments, discussion sessions and study projects in each module. 2022 Curriculum… Continue reading The Executive Program in Machinery Dealer Development