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Planning for Profits

The Link Between Sales & Absorption

By George Keen and George Russell posted on October 5, 2011
Whether it's from your manufacturer's demand for market share or machine population, or your need for more revenue, dealers continue to look for ways to boost sales. A good place to start selling more machinery is to look first at your parts and service departments. There is a strong link between sales coverage and better parts and service profitability - meaning better absorption.
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Dr. Jim Weber
Business of Selling

2010 Wholegoods Results

By Dr. Jim Weber posted on October 5, 2011
A client of mine recently sent me a copy of the 2010 Cost of Doing Business Study compiled and published by the Southwestern Dealer Assn. This study has been around for years and provides an interesting look at how agricultural equipment dealers are faring by way of "industry wide"? averages.
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From the Desk of Dave Kanicki

Uncertainty Lies Ahead

September 19, 2011
I'm just like a lot of you out there. When things seem to be going too well, I'm looking for what could possibly go wrong.
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From the Desk of Dave Kanicki

"Educate, Advertise and Promote"

By Dave Kanicki posted on August 7, 2011 | Posted in Manufacturer News
Sometimes the more interesting story comes from the dealer commentary than from the hard numbers. So, we asked dealers the open-ended question, “What could manufacturers do to help ease your or your customers’ concerns?” about the new engine technologies.
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George Russell
Planning for Profits

Why Use a Financial Model?

By George Keen and George Russell posted on July 18, 2011
Using a financial model and not just a budget is important to achieving consistent profitability. To show the difference between the two, let’s consider a real world situation for a dealership.
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Dr. Jim Weber
Business of Selling

Establishing a Sales Department Climate

By Dr. Jim Weber posted on July 18, 2011
After eliminating non-performers and then assessing the dealership culture, the next step in developing a first rate, best-in-class sales department is to assess the existing sales department’s climate.
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