The Master’s Program in Dealer Management

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Dealer Management Book Sale!

Buy the 11 volume Machinery Dealer Manager Set and receive free global shipping. Set includes:

Successful Key Account Management
Achieving Machinery Dealer Management Excellence
25 Profit Building Tools for Machinery Dealers
Achieving Excellence in Dealer/Distributor Performance + Reader’s Guide
Strategies, Tactics, Operations for Achieving Dealer Excellence + Reader’s Guide
Successful Parts Management-Machinery Dealer Manager Study Guide
Service Management: Machinery Dealer Manager’s Handbook
Dealer Problem-Solving Handbook: For the Master’s Program in Dealer Management
Workbook and Study Guide for the Master’s Program in Dealer Management

$449.00

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What readers are saying

“This is an informative and useful set, speaking our industry language. I purchased it last year.”
Osama Mohammed, MSc, Sales Manager, Zahid Tractor, Saudi Arabia

“I recently purchased your books, Walter, and have started to work through the Master’s Program. From the start they are full of valuable ideas that are practical enough to apply them to my own business.”
Rob Verwilligen, Senior Sales and Marketing Executive, ARCON Overseas Ltd., The Netherlands

“Highly recommended investment for all dealer business leaders.”
Ryan Britain, Aftermarket General Manager, Bell Equipment, South Africa

Individual Titles Are Available at a Discount Below

Successful Key Account Management – Machinery Dealer Manager’s Handbook

By Walter J. McDonald – 2024, 232 pages

Text Highlights:

Key Account Best Practices -Self Assessment
Assemble the Key Account Team
Gather Relevant, Important Facts about the Key Account
Identify and Define the Roles of each Purchase Influencer
Clarify Influencer Preferences and Fears – Understanding Buying Decisions and the Decision-Making Process
Determine How the Account Views Our Dealership on the Customer Relationship Hierarchy
How Customers Evaluate a Potential Machinery Dealer
Establish Product Support as a Competitive Weapon
Assess Realistic Revenue Potential Including Product Support (cont. below)
The Easiest Way to Hit Your Revenue Goals by Debbie Frakes
Develop Necessary Selling Skills
Contact Strategy to Successfully Service All Accounts to Optimize Market Share- A/B Account Growth Strategy by Steve Ross
Participation Rate and Market Share by Tim J. Murphy
How to Sell Large, Complex Engineered Systems
Life Cycle Costing
Rental Profit Optimization
How to Avoid the 7 Deadly Sins in Your Used Equipment Business
Making Parts Forecasting More Accurate and Sustaining Parts Sales Momentum
How to Dodge the Biggest Mistakes In Key Account Management
How to Avoid the Biggest Vulnerabilities in Key Account Management
Customer Acquisition via Tender/Bid by Tony Grove

Appendix

Refresher on Formulas: Cost of Sales, Pricing
Masters Program in Dealer Management Textbooks
Master’s Program in Dealer Management Distance Learning Seminar
Dealer Marketing Resources from Winsby, Inc.

Why I wrote this book

The focus of this work is to examine the Best Industry Practices in Successful Key Account Management in today’s machinery dealership.

Many dealer principals tell me they don’t feel as though their organization pays nearly enough attention to this challenge.

Every dealership has a small number of very large accounts that contribute significantly to the overall success of the business. Again, a Key Account is an account that if you lost it, would have a catastrophic impact on your business.

Hopefully, your dealership has strategically avoided the risk of having 80% of your business in only 2 or 3 accounts. However, the definition of a Key Account must include the criteria of providing sustainable revenue, potential for sales growth, and relationship match between the dealership’s positioning and customer expectations.

Most importantly, the accounts fit in the Strategic Direction of the Dealer’s business model.

The days of back-slapping and expensive dinners are receding. This is particularly the case in Europe and North America, where major customers expect tangible enterprise benefits from their supplier relationships in terms of uptime as well as reductions in total cost of ownership and CO2 emissions reductions. Customers expect their dealers to provide cost-effective solutions to their unique requirements.

Trying to “wine and dine” potential new clients is only successful when those types of events surround product presentations, factory tours, industry seminars, etc. These events are introduced to the customer in an effort to show the value of your product, company, or proposal.

For example, simply providing tickets to a football game is not going to get it done when trying to win over an account, despite what your salesman thinks. Those types of entertainment expenses should be reserved for rewarding existing customers to further cement the relationships or further expand relationships deeper into the organization.

What are the Best Practices in Key Account Management today? The concept of “high-tech/high touch” is proving to be a very successful approach to developing and keeping those accounts that are essential to your long-term financial success.

However, the challenge in Successful Key Account Management is to simultaneously ensure dealer resources, offerings, culture, and systems also meet the requirements of smaller customers. We will review how to build this mindset in your company.

And, of equal importance, we will see how Product Support can play a critical, crucial role in acquiring and keeping those very large, very important customers.

We’ll explore Key Account Management the procedures and policies I have seen that yield the best results.

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“To my knowledge, Walt is the only one with decades of exclusive focus in driving the success of the equipment distribution industry culminating in his Master’s Program in Dealer Management curriculum. It is the definitive guide for your improvement! Successful Key Account Management is the latest example of that dedication. This is a pivotal issue in today’s market. Don’t miss the opportunity to continue your education!”

– John M. Vandy

Former Training Manager and Director, Product Support for J.I. Case, former President and COO of Doosan Infracore

“Congratulations Walt McDonald. After 45 years, you have again delivered an exceptional contribution to the business of machinery dealerships. From a machinery dealership’s perspective, there can be no other result other than Successful Key Account Management. You have delivered a thoughtful, articulate, and valuable resource that provides any equipment dealer willing to do the assessment, evaluation, and implementation of the roadmap to get there.”

– Tim J. Murphy

Former President and CEO of Nortrax (Deere CE and Forestry Dealer) leading their multiple U.S. and Canadian Operations

Service Management: Machinery Dealer Manager’s Handbook

By Walter J. McDonald – 2022, 580 pages

Text Highlights:

New Manager Operations Assessment Tool
Guiding Principles for Service Leaders
Understanding Service Department Financials
- Quantitative Service Performance Assessment
- Readings in Service Business Management
Service Operations Management
- Quantitative Operations Performance Assessment
- Readings in Service Operations Management
- Field Service Productivity Improvement
- Shop Service Productivity Improvement
Leadership and Supervisory Management Development
- Readings in Leadership and Supervisory Management
Service Aftermarket Sales and Marketing Management
- Quantitative Service Sales and Marketing Assessment
- Readings in Service Sales and Marketing Management
Customer Service and Retention
- Quantitative Customer Service Performance Assessment
- Readings in Customer Service and Retention
Dealer Aftermarket Product Support Survey
- What Works – What Doesn’t Work Today
World Class Service Management Best Business Practices
Dealer Development Tools and Management Training Resources
- Training for Dealers
- Training for OEM Regional Managers
12 Essential Product Support Investments
Action Plans for Service Department Growth and Development
Nine High-Value Books for Service Leaders

$175.00

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“A great book for dealer product support.”

“Wish I had it 30 years ago for guidance and reference!”

“Too often, the dealer principal does not completely understand the full value of outstanding product support. This book allows any level of dealer management access to the metrics, goals, and essential action plans.”

“Helps avoid ‘firefighting,’ a huge contributor to burnout.”

“Product support employees are some of the hardest working people at thedealership, but usually don’t get access to the level of training required to be successful.”

“One could easily use the metrics to determine where they are now and use the information to crate a targeted improvement plan.”

Parts Management Study Guide

Guiding Principles for Successful Parts Management
Managing Overall Dealer Operations (THE BIG PICTURE)
Overall Dealer Operations—Benchmarking Performance
Managing Parts Operations Improvement
Parts Gross Profit Margin Improvement
Parts Marketing and Business Development
Parts Management Action Plans for Improvement
Supporting Service Operations Improvement
Best Practices in Service Operations
Increase More Profitable Aftermarket Sales
16 Tools to Build Service Business
Marketing Your Parts and Service
Maximizing Aftermarket Profit Performance
How to Conduct Successful Aftermarket Marketing and Sales
10 Biggest Mistakes in Key Account Management
Key Account Management Checklist
Sell Maintenance Contracts and Track 2nd Segment Work
How to Sell Planned Maintenance Programs
Tools to Improve Parts & Service Labor Sales

This e-book is not sold separately. It is only available as a part of the Dealer Management, OEM Regional Management, and Parts Management Book Sets.

Achieving Dealer Management Excellence

By Walter J. McDonald – 2021, paperback, 402 pages

Text Highlights:

Full curriculum and self-study guide to The Master’s Program in Dealer Management . Complete assessment of Performance Benchmarks and World-Class Best Practices In Each Revenue Center.
Reading and discussion Assignments from all 8 books in the series.
Suggested guidelines to structure a Personal Growth and Development Program.
New Insights into Information Technology, Marketing Automation and Omni-Channel Marketing.
Thirteen new chapters on “Ideas You Can Use In Product Support Management.”
Twenty new chapters on “Ideas You Can Use In Dealer Strategy, Marketing and Sales Management.”
“How do we” responses to readers of The McDonald Group Machinery Dealer Management Newsletter.

Please Note: Self-study assignments and readings reference specific content in the entire 8 volumes. For optimum learning experience, all eight books are required

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25 Profit Building Tools for Machinery Dealers

By Walter J. McDonald – 2019, Paperback, 212 pages

Text Highlights:

Practical, Cost Effective IT/AI Solutions
Tools to:
- Increase Gross Profit Margin
- Decrease Cost of Sales
- Decrease Expenses
- Increase More Profitable Sales Volume
Special Report: Return on Net Assets

$72.00

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Achieving Excellence in Dealer/Distributor Performance with Reader’s Guide

By Walter J. McDonald – 2018, Paperbacks, 426 pages total

Text Highlights:

Revenue Center Performance Benchmarks
Aftermarket Sales and Operations
New Machinery Sales Management
Ultimate Financial Survival
Special Reports:
- OEM Agreements
- Product Support Success Story

$123.75

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Strategies, Tactics, Operations for Achieving Dealer Excellence with Reader’s Guide

By Walter J. McDonald – 2018, Paperbacks, 612 pages total

Text Highlights:

Six Strategic Questions for Dealer Executives
Best Practices Audits:
- Customer Retention, Parts, Service
- Rentals, Used and New Machinery
How to:
- Handle Angry Customer,
- Conduct Successful Aftermarket Marketing,
- Develop High-Performance Team,
- Manage Key Accounts,
- Structure Accelerated Start-up for New Sales Reps,
- Build Big Hairy Audacious Profit Model
Special Reports:
- Becoming a More Effective Manager
- Increase Service Labor Productivity (pp. 47-64)

$146.25

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Dealer Problem-Solving Handbook: For the Master’s Program in Dealer Management

By Walter J. McDonald – 2018, Paperback, 84 pages

Text Highlights:

The Problem-Solving Process
Issues, Problems and Possible Solutions:
- Dealer Principle/Ownership
- Parts Operations
- Service Operations
- Rental Operations
- Used Equipment Operations
- New Equipment Operations
Special Reports:
- Organizational Development
- Vendor Relationships
- Banking Relationships
- Controlling Obsolete Inventory
Dealer Project Planner Worksheets (pp. 78-81)

$67.50

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Workbook and Study Guide for the Master’s Program in Dealer Management

By Walter J. McDonald – 2018, Paperback, 612 pages total

Text Highlights:

Road Map for Master Improvement Plan (p. 12)
“600” World Class Best Practices (pp. 32-33)
Worksheets for Dealer Principals/Executives
Worksheets: Service and Parts Managers
Worksheets: Machinery Sales, Rental Managers
Pulling It All Together for All Dealer Managers

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We are now able to offer Quantity Discounts for book sets and individual titles with FREE Global Shipping.

Contact walt@mcd.winsbystorage.com for details.

Here is what Industry Executives say about The Master’s Program in Dealer Management:

“The completion of The Master’s Program in Dealer Management” will be like adding ten years of experiential knowledge to your middle management team. There will be a significant increase in dealer financial performance when these practices are put into play.”

Walter Clark , General Manager, C.I. Walker/Whayne Supply

“This 8-book set drives rethinking your business and managing team resources. It is a practical roadmap with a comprehensive collection of dealership ideas, frameworks, examples, and organizational solutions that can unleash a dealer’s productive output and help outpace competitors. The set is a persuasive and essential guide for every dealership to follow to achieve exceptional performance in all areas.”

Dr. Nick McGaughey, CPA. 40 years experienced in helping equipment manufacturers and dealers become more profitable.

“These are the best books/tools for understanding the various departments in a dealership that I have ever seen.”

Bill Rowan, CEO, Sunbelt Industrial Trucks

“Walter McDonald has assembled great insight and advice that he has learned over 40 years as a consultant and educator in the industrial equipment industry. His continuously updated material is presented for all levels of management and for all aspects of the business.”

Tim Hilton, Former CEO, Carolina Handling

“This is one-of-a-kind culmination of a lifetime’s work. There is nothing else like it… a crowning achievement.”

Jim Wilson, Retired Manager, Dealer Development, MCFA. 42 yrs. with Caterpillar

“If you are involved in the capital goods sales/distribution business, you need to utilize these books to insure you are managing all segments and departments for profitability. You will become a better leader!”

John M. Vandy, former Training Manager, J.I. Case Corporation

“These are the only independent dealer operations manuals dedicated specifically to our machinery industry we are aware of. Walt has collected over forty years of dealership “best practices” and assembled them into a series of easy-to-follow workbooks.”

Bill Ryan, former President LiftOne LLC , Industry Advisor

“These eight books are a great blend of strategy and tactics. The strategy provides fuel for thought and determination of a direction that fits your company. The Tactical pieces in the books provide analytical tools and process tools that help create a focus to move the needle. Well Done!”

Don Turk, Vice President and General Manager, Wiese USA

“Are you truly looking at today’s markets and customers with an eye to the ever changing technology of communication? Are you prepared to deal with the speed available to the customer in search of products and services?

The “Old World” of how we go to market and products support is be being redefined by many new players without the constraints of “HOW IT HAS ALWAYS WORKED IN THE PAST.” It is critical you examine your attitude towards RTR and RTS. (Rent to Rent and Rent to Sell). The customer is looking to better manage the risk of the business cycle and diversification in his type of jobs.

The material in these eight manuals is a healthy read. It will challenge you to rethink and challenge many of your paradigms about your beliefs as it pertains to what you think should be your business model.”
Doug Freitag, former Vice President Sales, BOBCAT Company

“Making money, teaching employees, caring for and cultivating customers and leading a successful dealership are all parts of management in a dealership. These are not easy when they are all required at the same time. Dealership managers need tools to step outside of the daily fire and look at the process, the strategy or the tactics.

With the complete set of books in The Master’s Program in Dealer Management, Walter McDonald has created the tools for reviewing your strategy, or making sure you have one. There are exercises to check your processes. If you were a fireman, you’d need ladders, trucks, firehoses, and heat protective gear. When you manage a dealership you also need equipment, tools, tactics and processes to accomplish building the company and putting fires out daily.

With Walter’s 40+ years of experience working with thousands of dealers and manager he has collected answers that have worked many times for other dealerships. His collection of chapters and articles, ideas and worksheets will give you direction and support in making successful change happen in your dealership.”
George M. Keen, Operations Manager, New Virginia Tractor