Here’s the latest article by Bob, as seen in NAEDA’s Equipment Dealer Magazine. Click to download Business Matters, October 2010 Sales Supervision and Team Development in PDF format.
Here’s the latest article by Bob, as seen in NAEDA’s Equipment Dealer Magazine. Click to download Business Matters, September 2010 Sales Management Effectiveness in PDF format.
Here’s the latest article by Bob, as seen in NAEDA’s Equipment Dealer Magazine. Click to download Business Matters, June 2010 Service Department Expense Recovery in PDF format.
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.
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.
Farming and the farm equipment business are and always have been cyclical businesses. That’s sometimes easy to forget, especially coming off a few really good years like we are now. But the cycle will turn down and the only question is when. Read more to find out what the top farm equipment dealers are doing about this.
Click to download the full article by George Russell How Top Performing Dealers Prepare for a Down Turn in PDF format.
Rental is an interesting area to examine from a strategic point of view. Let’s look at rental growth in the last 20 years. In 1987, did you consciously make the decision to enter into the rental market? Consciously make the decision to commit a certain amount of funds to rental? Did you establish specific financial benchmarks for rental operations and continuously monitor progress against those goals to adapt, change, and improve? Or, did you get into the rental business as a reaction to certain factors?
What we’ve seen as a consulting firm is that most heavy equipment dealers are in rental not due to established strategic focus, but as a reaction to certain situational drivers.
Want to read more? Click to download the full article Financial Benchmarks to Drive Rental Profitabilityin PDF format.
Click Get the Most Profit From Your Dealership to read this artice in PDF format by George Keen, as featured in Power Retailer