Since the financial disruption of 2008, we have been in a hunkered down mode. Equipment sales have not recovered to their previous levels and as a result we continue to fall short of our goals. However, the success of equipment dealerships does not […]
Over the years, one thing has become painfully obvious: We don’t have enough parts people to do the job in the way it needs to be done.
For some three decades, the salesper-employee standard has allowed management to provide a […]
We have talked over the years about the needs and wants of your customers and that building internal excellence through the skills and knowledge of your employees is the key to success. We also have talked about the fact that your employees will work […]
For many years I have been confronted with a phrase many dealers use when they talk about their performance: “That is thinking out of the box,” they say. I have wondered for years what this is all about. This statement […]
The traditional cost accounting structures that we all have used, start from the false premise that there is really only one cost. Total Cost. And then we start messing with that which is a variable cost, personnel for instance, and that which is a fixed cost, rent for instance. We try and increase […]
With 2004 now behind us, and it was a much better year, it is clear that we must turn up the heat. It is time to commit ourselves to some good work this year. This year I am into making lists. This isn’t a […]
What is it that really makes the sale – the shingle or the person?
Of course the shingle does sell a bit. There is power in a brand. But I will […]
