Becoming a Top Performer

After more than 30 years of working with dealers, distributors and manufacturers we have seen winners in many fields and industries – companies that consistently achieve outstanding results.  This article was written by George Keen and appeared in Farm Equipment Magazine.

Click to download Becoming a Top Performer in PDF format.

Hard Data + Soft Skills = Improved Absorption

 

Consolidation: A Year of Changes

 Click to download Consolidation A Year of Changes in PDF format.

Using Service Scorecards to Improve Absorption

Absorption is a critical measure in the equipment industry.  George Keen and George Russell provided this article to help dealers work towards achieving a high absorption rate.  This article appeared in Farm Equipment Magazine’s Planning for Profits column.

Click to download Scorecards to Improve Absorption in PDF format.

Why Add or Drop Product Lines?

Every dealership  must decide to add or drop product lines.  Dealers may also consider adding new lines to serve a different customer base. For example, agricultural equipment dealerships have added construction, outdoor power equipment, irrigation or renewable energy products to expand their penetration into the farm market or to reach out to entirely new markets.  Read more about this important topic in George Russell and George Keen’s article, which appeared in Farm Equipment Magazine’s Planning for Profits column.

 

 Click to download Why Add or Drop Product Lines in PDF format.

How to Determine the Value of Your Store

The need to determine  value  occurs in a “rollup.”  This is when 2 or more separate dealerships agree to merge in some form of shared ownership. For example, our company recently analyzed and recommended the individual value of 5 separate dealerships with a total of 9 locations that subsequently merged into one entity.   This article was written by George Keen and George Russell and appeared in Farm Equipment Magazine.

Click to download How to Determine the Value of Your Store in PDF format.

During Troubling Times, Stay With the Basics

Good dealers will come out of a recession, depression or crisis stronger and ready to take on the competition with excitement and vigor.  This article was written by George Keen and appeared in Farm Equipment Magazine.

Click to download the full article Stay the Course in PDF format.

Strong Store Managers or Centralized Structure?

Farm Equipment’s February issue had a great Planning for Profits column by George Keen and George Russell of Currie Management Consultants, Inc.   The article discusses the important issue of centralization.  This topic is one that Currie Management Consultants has been discussing with all of our clients, in all industries.

Click to download Strong Store Managers or Centralized Structure in PDF format.

Challenges and Opportunities of Expansion

Several years back, a leading farm equipment manufacturer embarked on a program of “encouraging” farm equipment dealers to consolidate.  Theoretically, fewer dealerships would mean larger, multi-store organizations that cover bigger sales territories and more profitable retail outlets.  To some extent, other full line manufacturers are doing the same, in large part because of the increasing concentration and sophistication of large farmers.  What are the challenges being faced in this industry because of these changes?  To find out, read the full article.

Click to download George Russell’s article Challenges and Opportuinities of Expansion in PDF format.

How Top Dealers Compare Their Performance

A common misperception among dealers is that revenue and/or gross profit is the key to profitability.  Many believe that their main focus should be on increased sales and deriving higher gross margins from those sales.   We respectfully disagree.  Read more to find out why.

Click to download the full article by George Russell How Top Performers Compare Their Performance in PDF format.

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