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THIS BOOK by Walter J McDonald IS ABOUT TECHNOLOGY, VALUE DELIVERY and PROFITABILTIY

“25 Profit Building Tools for Machinery Dealers” was written to capture the rapid advances in Information Technology (IT). Properly deployed, IT can greatly impact dealer management’s success in executing programs to improve profitability, market share and customer retention.

Two of my earlier textbooks, “Achieving Excellence in Dealer Distributor Performance” and “Strategies, Tactics, Operations for Achieving Dealer Excellence” provide Quantitative Performance Targets and World Class Dealer Best Practices.

REVENUE CENTER PROFIT-BUILDING TOOLS

In this newly-published text we explore profit-building tools in each Dealer Revenue Center to help you drive toward those High-Profit Dealer Performance Targets. We dig deep into what is working today to improve field service technician productivity and achieve 2nd segment sales success.

Technician productivity, Service headcount criteria and 2nd segment Best Practices are presented in the form of our just-completed North American Machinery Dealer Survey conducted specifically for your benefit.

INFORMATION SYSTEMS ARE UNDERUTILIZED

‘I have found the essential dealer information systems required to achieve Performance Targets and implement World Class Best Practices to be sorely underutilized. Unfortunately, only a small percentage of dealers properly employ IT to achieve their profit objectives, maintain customer relationships or increase market share. This book presents the minimum cost-effective IT capabilities you need today to remain competitive.

PIVOTAL IDEAS FOR LONG-TERM VIABILITY AND COMPETITIVE SUCCESS

“25 Profit Building Tools for Machinery Dealers” builds on seven pivotal ideas that, together, help ensure long-term financial viability and competitive success:

1.The incredible importance of accurate, accessible customer profiles.

2.The life or death challenge of managing customer expectations.

3.The essential requirement to capture “active-interest” leads on prospects researching potential purchases (machinery, service, parts and rentals).

4.The crucial need to identify and upgrade “underserved” customers, those with below minimum purchase frequency.

5.The vital necessity to monitor employee attitudes and identify what is stopping them from doing a better job.

6.The indispensable obligation to optimize profitability through attaining quantitative operations performance benchmark targets.

7.The ultimate survival dependence on achieving at least 20% Return on Net Assets (RONA).

EMBEDDED ARTIFICIAL INTELLIGENCE AND AUTOMATION

This book further examines how affordable embedded Artificial Intelligence and Automation applications can most effectively manage customer expectations. These are radically different ways of looking at how to how to accomplish BASIC customer support and sales prospecting activities. By combining these CRM (Customer Relationship Management) applications with comprehensive enterprise software business information systems, dealer management can take control of their business, their markets, their customers and their destiny.

IT AS A POWERFUL, AFFORDABLE STRATEGIC COMPETITIVE WEAPON

Dealer executives are encouraged to read this book FIRST in my seven-book Master’s Program in Dealer Management series. This text is written for you, the Dealer Executive, who is willing to embrace the latest advances in reasonably-priced IT and deploy IT as a powerful strategic competitive weapon. These systems will assist your business grow and prosper especially in your highest profit potential area, Field Service Operations.

To see all eight of my Dealer Management books on Amazon.com search “Walter J. McDonald” above.

Publisher ‏ : ‎ CreateSpace Independent Publishing Platform (February 18, 2019)
Language ‏ : ‎ English
Paperback ‏ : ‎ 234 pages
ISBN-10 ‏ : ‎ 172973880X
ISBN-13 ‏ : ‎ 978-1729738801
Item Weight ‏ : ‎ 1.32 pounds
Dimensions ‏ : ‎ 8 x 0.53 x 10 inches

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