Four Measurable Objectives
A few weeks of the new year are already behind us. For many dealerships across the country, January marks more than the start of the calendar year. It can also signify the beginning of the fiscal year. Forecasts from last fall now show up as targets on our financial statement. All of the new initiatives, programs and best laid plans we devised to meet those goals should now be in the implementation stage. As exciting as it is to...
Plan the work for 2019 and…
You know the next line which is THEN WORK THE PLAN. It is a proven fact. If you follow the plan you set for yourself, you have a better than average chance of reaching them. Sounds reasonable, does it not? It is reasonable if you focus on the proper plan and have the resources, which include systems, processes and personnel to execute the plan. I guess you would start the planning process assessing your markets, cost of products, cost...
Organizational Culture vs. Organizational Climate
Creating a sustainable work environment where employees feel engaged, loyal, and satisfied should be the goal of every organization. After all, if people dislike their workplace, they’re going to be unproductive at best and perhaps even quit, taking their skills and knowledge with them and leaving you with the high cost of finding replacements. It should be well known by now that the long and involved process of recruiting,...
Vendor Management Part 2
Happy New Year! I trust that the turning of the calendar portends hope and success for all of you. We have challenges and opportunities in store for all of us in 2019. My personal “resolution” is to do all I can to improve industry value and dealer profitability in the coming year. If I can help you do that, please let me know. In the December issue article, we investigated managing the OEM- dealer relationship. This month we will...
2019 Tax Planning-Not paying attention can cost you
Just sat through another well-done presentation about the TAX CUTS and JOBS ACT (TCJA), and as I made some notes for this article concluded that Congress drafted this bill to pick on equipment dealers. As you know I have been after you to get a handle on the TCJA months ago to give you time to understand it and get maximum benefit from the changes. I HOPE YOU DID THAT BECAUSE THIS TAX BILL IS REALLY COMPLICATED AND REQUIRES YOUR FULL...
Value is the King of Sales, and the Queen of Service
Value is perhaps the most elusive word in sales. Everyone will tell you how important it is, very few can tell you what it is. I’ve already gone on ad nauseam about my distaste for the words “added value.” I recommend you leave them out of your sales lexicon forever. “Added value” has an evil twin: “value add.” Neither of which can be defined in terms of what the customer actually benefits or...
Pioneer Dock Equipment a market-driven company for 40 years
For four decades at Pioneer Dock Equipment, success has been created through both reliable products and a knowledgeable staff. The Spring Hill, Tenn.-based business is a manufacturer and distributor of a wide range of dock loading equipment. Its products are offered by material handling, industrial door and forklift distributors across the U.S., Mexico and Canada, according to its website. The company got its start manufacturing dock...
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