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Strategies, Tactics, Operations for Achieving Dealer Excellence: How to Build a Sustainable Dealer Strategy, Structure Your Organization to Win an

ISBN: 9781511833929
Publisher: CreateSpace Independent Publishing Platform
Publication Date: 2016-11-25
Number of pages: 564
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  • Regular price $223.74

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"Strategies, Tactics, Operations for Achieving Dealer Excellence" is Volume 2 in McDonald's Master's Program in Dealer Management. It is the companion to his highly regarded, "Achieving Excellence in Dealer/Distributor Performance.""Strategies, Tactics, Operations" is the Comprehensive Guide to building Revenue Center management strengths. McDonald provides a roadmap to deploy highly competitive operations in New and Used Machinery Sales, Rentals Service and Parts.Executives who utilize these texts in their business are achieving Master's Level insight into  management problems. Until now, there was only "tribal knowledge" of best ways to approach and solve dealer operations problems. At last, this "tribal knowledge" has been written indexed in the form of over 640  documented Best Practices.

BOOKSin The Master's Program in Dealer Management by WALTER J. McDONALD:
Volume 1, in McDonald's Master'sProgram in Dealer Management  is AchievingExcellence Dealer Distributor Performance..  Achieving Excellence focuses on high-performancedealer quantitative Benchmarks.  It offers in-depth management coaching ineach Revenue Center -- new and used machinery sales, rentals, service, partsand customer training and retention. The text offers practical programsto strengthen and increase profitability, cash flow and customer retention.
Volume2 contains management performance assessment procedures, tools tostructure remedial actions and over 600 Best Practices across all RevenueCenters.  "Strategies, Tactics" featuresa comprehensive high-impact accelerated start up program for new salesreps, a success-proven aftermarket parts sales and marketing guide,winning service labor technician productivity improvement techniques plusmany other useful dealer management procedures.  
Volume3, "Dealer Problem-Solving Handbook" is the roadmap or guideto finding problem-solving management tools in "AchievingExcellence" and "Strategies, Tactics" texts.Problems are listed by Revenue Center.  Causes are discussed and potentialsolutions are referenced in detail by page in Volumes 1 and 2.
Volume4, "Workbook and Study Guide for the Master's Program in DealerManagement" will be available in April, 2017. The "Workbook"examines the drivers of profitability, market share and customer retentionand helps dealer management identify those four or five significant actions that,if executive will fundamentally change the business."What Dealers are saying:Doug Taylor, President, Owner, Earthborne Trucks and Equipment:  "I initially became acquainted with Walter through reading his first book many times, "Achieving Excellence in Dealer/Distributor Performance."  The insight it gave me into my own dealership made me wish I had been given this book at the beginning of my career.We were able to apply many of the tools and concepts suggested by Walter to our construction equipment and heavy-duty truck business.Now, after reading Walter's "Strategies, Tactics, Operations for Achieving Dealer Excellence" and understanding how we have applied many of these principals to building our growth and profitability plan, I am confident that my company will be positioned to grow in our market.Applying the right strategy will allow us to execute the changes we need, within the reach of our companies resources. Dealers who utilize the Best Practice Audits will be able to identify strengths and weaknesses, will quickly start prioritizing the biggest opportunities for improving their dealerships.Dealers who Benchmark their operations against the recommended 48 Critical Profit Variables will be able to rank, by priority, which business areas offer the most incremental profit and growth."

"I personally encourage every equipment Dealer Principal to get Walter's four volume Master's Program in Dealer Management and get those books in the hands of every key person at the dealership."

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