Farm Equipment
www.farm-equipment.com/articles/19301-types-of-dealership-cultures

5 Types of Dealership Cultures

Dr. Jim Weber
October 25, 2019

Culture of Hope 

  • Happy talk 
  • Looks at the market, not as it really is but rather on how they wish it to be! 
  • Retains high expenses 
  • Reluctant to change compensation systems 
  • Retains non-performing, poor attitude employees 
  • Plans are unrealistic

Culture of Denial 

  • Laissez-faire management style 
  • Plans are non-existent 
  • Compensation will be salary or cash difference
  • Low used equipment turnover 
  • Low equipment margins 
  • Order takers abound 
  • Blames others

Culture of Indecision 

  • Status quo reigns supreme 
  • High sales compensation to gross margin 
  • Reluctance to purge non-performers 
  • Poor communications 
  • Distracted/Disorganized/Aimless 
  • Confuses activity with results 
  • Evaluations are subjective or nonexistent

Culture of Ennui  

  • Feeling of weariness and dissatisfaction  
  • Characterized by – Lack of interest – Lack of enthusiasm 
  • Employees bolt for the door 
  • Employees are not accountable 
  • Sales goals/quotas are non-existent or not followed up on

Culture of Excellence 

  • Realistic plans based on employee input 
  • Compensation tied to performance 
  • Excuses are unacceptable 
  • Poor attitudes and non-performers are persona non grata 
  • High standards prevail 
  • Performance evaluations are objective

Related Content

8 Factors for Cultivating & Promoting a Professional Culture of Excellence: There are 8 factors that impact the dealership’s image. Five of them are internal and the other three are external. Together, these factors determine the image of your dealership and are thus directly tied to customer satisfaction.

Jim weber

Dr. Jim Weber

Dr. Jim Weber is the author of Farm Equipment’s regular standing column, “The Business of Selling,” which debuted in Farm Equipment in October of 2010. He has been a management consultant to the agricultural, construction and outdoor power equipment industries for more than 35 years, and has trained more than 2,000 dealers throughout the U.S., Canada, England, France, South Africa, Australia and New Zealand. Along with training and speaking, Dr. Weber has provided on-site consultation to over 300 dealers of all brands, ranging from $2.5 million to $1 billion.