OEM Regional Manager’s Guide for Dealer Development

Here’s what we cover in this comprehensive handbook:

Three OEM dealer development case histories: 1970s – 1980s J.I. Case, 1980s – 1990s Bobcat, 1990s – 2000s Mitsubishi Caterpillar Forklift America
Building an optimum manufacturer-dealer partnership
Dealer recruitment program
The OEM perspective—optimizing field team results
The dealer perspective—what is needed and expected
The “Never Do’s”
The Eight Dealer Development Tools
Data analytics for sales and marketing strategy
Returns on digital investments

How to avoid death by 10,000 cuts or, how to improve dealer cash flow
High profit performance metrics and world class best practices by revenue center: parts, service, rentals, used machinery, new machinery and, customer service & retention
How dealers evaluate their manufacturers
Best practices in OEM dealer development
Powerful new market share development strategy
Where to begin dealer product support development efforts
Where to begin dealer machinery sales development efforts
Four challenging “How do you best approach this situation” case problems
How dealers can avoid problems with OEM sales and service agreements

Reviews from industry leaders

“I think the new Dealer Development: The OEM Regional Manager’s Guide is excellent. The book in general is interesting, factual, clear and concise and more importantly, actionable. It focuses attention in all of the right areas and works from the very start to drive collaboration between the OEM regional manager and the dealer network. The clear action plans laid out as you make your way through will ensure that whoever is following it with have a much deeper understanding of their territory and where to focus their efforts.

“This guide is a must read for any regional manager looking to optimise their performance. This book addresses the fundamental importance of strong working relationships and trust between the OEM and dealer network and demonstrates how true success comes from the synergy between sales and the aftermarket. Walt provides a simple to follow and highly practical framework to help you understand your dealers’ businesses and markets in greater detail, build relationships that last, the KPI’s that truly matter and prioritise your efforts to maximise the reward.”

Alex Stewart, Global Major Accounts Aftermarket Sales Manager, JCB, United Kingdom

“DEALER DEVELOPMENT: OEM Regional Manager’s Guide arrived today. Wow! You and your editor should be very proud of this complete piece of work. No OEM could possibly accumulate the experience and talent to create, on their own, such a functional treatise. It represents a lifetime achievement and no one has anything like it.

“For user reference, the Table of Contents and Index are clear and well organized for solving problems and cashing in on opportunities.

“Those who choose to use the Guide will deliver unmatched value to their dealers, customers and stakeholders. Those who choose to focus on only making the next sales goal will lose track of the big picture and experience churn over of customers, dealers, and employees.”

James A. Wilson, Manager Dealer Development, Mitsubishi Caterpillar Forklift America (Ret.)

“The professional guidance offered here in Dealer Development: The OEM Regional Manager’s Guide is most remarkable and the best in the industry.”

Andrew Li, Vice President, Toyota Industrial Equipment, Shanghai