Today, many manufacturers consider dealer development vital to their own market development and market share success. These manufacturers know the stronger and more prosperous their dealer network, the more willing and capable these dealers are to make investments needed for market share growth and improved end user customer satisfaction.

Some recent McDonald Group projects related to dealer development include:

• Auditing troubled dealer operations and working with local the dealer management teams to structure and implement realistic remedial action plans.
• Creating a model dealer excellence program, illustrating best industry practices, performance benchmark goals for each revenue center (new and used, parts, service, rental/lease).
• Training factory field personnel on how to work more effectively with dealer principals/executives and their small business management teams.
• Providing editorial support for factory and trade group magazines and news letters on a wide variety of dealer development and operations improvement topics. To date, Walter McDonald has published more than 45 articles in dealer publications such as Material Handling Business, the MHEDA Journal and Construction Equipment Distribution as well as numerous in-company private publications such as Bobcat’s Pajamas.
• Building the most comprehensive dealer/distributor training and development curriculum available in the construction equipment, material handling, forestry equipment and heavy duty truck industries. We offer numerous McDonald Group workshop programs that can be customized for your organization. In addition, we have the skills and expertise to design, create and present workshops focusing on the specific set of performance deficiencies identified in your dealer organization.

Publications

The following dealer development materials are available at modest cost from The McDonald Group, Inc. Price includes cost of printing and shipping. Send check payable to The McDonald Group, Inc. to PO Box 680, Sister Bay, WI 54234. Sorry, no credit cards or e-commerce yet.