Dealer Problem-Solving Handbook: For the Master's Program in Dealer Management

Walter J. McDonald's Volume 3, the Dealer Problem-Solving Handbook is the resource guide to his first two volumes in his Master's Program in Dealer Management. This text is the comprehensive problem-solving, trouble-shooting tool for dealer management.  Dealer Operations and Sales Problems are listed by Revenue Center. Possible causes are discussed and potential solutions are referenced in detail by page in Volumes 1 and 2.  This third volume, the Dealer Problem-Solving Handbook is the highly-useful reference guide to the over 950 pages of his first two books.  BOOKS in The Master's Program in Dealer Management by WALTER J. McDONALD: Volume 1, in McDonald's Master's Program in Dealer Management  is Achieving Excellence Dealer Distributor Performance.. Achieving Excellence focuses on high-performance dealer quantitative Benchmarks.  It offers in-depth management coaching in each Revenue Center -- new and used machinery sales, rentals, service, parts and customer training and retention. The text offers practical programs to strengthen and increase profitability, cash flow and customer retention.  Volume 2 contains management performance assessment procedures, tools to structure remedial actions and over 600 Best Practices across all Revenue Centers. "Strategies, Tactics" features a comprehensive high-impact accelerated start up program for new sales reps, a success-proven aftermarket parts sales and marketing guide, winning service labor technician productivity improvement techniques plus many other useful dealer management procedures.  Volume 3, "Dealer Problem-Solving Handbook" is the roadmap or guide to finding problem-solving management tools in "Achieving Excellence" and "Strategies, Tactics" texts. Problems are listed by Revenue Center.  Causes are discussed and potential solutions are referenced in detail by page in Volumes 1 and 2.  Volume 4, "Workbook and Study Guide for the Master's Program in Dealer Management" will be available in April, 2017. The "Workbook" examines the drivers of profitability, market share and customer retention and helps dealer management identify those four or five significant actions that, if executive will fundamentally change the business. Comments by Industry Executives: Over the years Walt has amassed a plethora of valuable information and insight on what makes a successful equipment distribution business. Those of us who have participated in any of his workshops appreciate the passion he has to help improve performance. These are not passive events where we are lectured to all day. Benchmarking, challenging reflection, brainstorming solution options through best practices, discussions with peers - all focused on identifying and validating decisions we need to make. We are all lucky he made the effort to organize his knowledge in a format that will have on-going value for our industry for generations to come.  Walt's third volume, the Dealer Problem-Solving Handbook in his Master's Program in Dealer Management compilation, has more tools for success available than we could of imagined a decade ago. Get started now so your journey to success is well underway. And, now this third volume is available to provide stimulation and support to sustain your momentum. John M. Vandy is Former Training Manager, J.I. Case Corp.