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Russ Green
- Apr 11
- 3 min
What’s the Distance From Your Boardroom to Your Breakroom?
Remember when your dealership was a stand-alone operation? The distance from your boardroom to the breakroom was measured in feet. Now ...
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Leo Johnson
- Mar 28
- 3 min
A Time to Build Up, A Time to Tear Down
As the line goes from the ‘60’s song by the Byrds, “Turn! Turn! Turn!” - this may be the time for dealers to “Build Up”. We’re talking...
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Luke Sheppard
- Mar 4
- 3 min
Execute & Innovate Part 2: Create an Innovation Council
Sell tractors, fix them, collect the money and innovate. Farm equipment dealerships are not considered the most innovative industry,...
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Luke Sheppard
- Jan 30
- 3 min
Execute & Innovate Part 1: 5 Tips for Process Improvement
“We sell tractors. We fix them. We collect the money.” This was the insight I received from a seasoned iron peddler upon my first visit...
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George Russell
- Dec 21, 2021
- 2 min
Challenge for 2022: Build a 2nd Machine Age Dealership
Rapid changes create both risk and opportunity. Your dealership is impacted by big changes in technology, the workforce and higher...
15 views0 comments

Russ Green
- Oct 8, 2021
- 3 min
Drive a Culture of T.E.A.M. Work to Stay Customer Centered as Generations Change
How will your people take care of your customer? It’s T.E.A.M.-Work!” This was the title of last month’s Leadership Lesson that linked...
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George Russell
- Aug 27, 2021
- 3 min
How Will Your People Take Care of Your Customer? It’s T.E.A.M. (Work)
Here is the inescapable reality: your front-line employees are the direct link between your company and your customers. To achieve your...
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Jim Henderson
- Jul 6, 2021
- 3 min
The Customer-Centric Dealership of 2030?
When you look at a dealership website today, what does a customer see? They see sections for equipment (new & used), parts, service,...
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Daniel Surprenant
- May 30, 2021
- 3 min
7 Step Customer Service Process — Creating the Right Culture & Attitudes
Successful businesses of the future will need to rely on solid customer service processes. In an industry where relationships still...
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George Russell
- Mar 26, 2021
- 3 min
Catch & Release or Catch & Keep
Can fishing help you appreciate the value of customer retention? If you’re “just fishin’,” catch and release is OK. But if you want to...
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Bill Mayes
- Jan 28, 2021
- 5 min
Focus on Satisfied Customers, Not Customer Satisfaction
We begin the 12th year of writing this column and look forward to the theme of Creating a Customer Centric Culture. With almost 100...
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George Russell
- Oct 11, 2020
- 2 min
Robust Marketing Process Drives Segment Sales
The fifth spoke in the upper right completes the Good to Great Flywheel — “Building your dealership brand with all segments” by employing...
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George Russell
- Sep 1, 2020
- 3 min
Good to Great Dealership Flywheel Spoke #4 - Build a Dealership that Sells Solutions and Earns Trust
How your entire dealership hears and serves the customer is at the core of the 4th spoke of the flywheel. Dealerships that are built with...
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George Russell
- Jun 30, 2020
- 2 min
Leveraging Technology Assessing Technology as a Force Multiplier
Technology is a “Force Multiplier” for your dealership. The force multiplier concept comes from the military but to explain it simply,...
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George Russell
- Mar 27, 2020
- 3 min
Build a Strong Culture & Leverage Vital Processes
“Culture eats strategy for breakfast” — a quote attributed to management guru Peter Drucker defines the core idea of this spoke. The best...
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George Russell
- Feb 28, 2020
- 3 min
Invest to Grow: High Absorption
Absorption is simple to calculate, but to understand its “Good to Great” power in a dealership is complicated. Absorption is both a...
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George Russell
- Feb 7, 2020
- 3 min
Leveraging the New to Used Cascade
What is the New to Used Cascade and why is it important as the first spoke to describe in the Good to Great Dealership Flywheel? There...
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George Russell
- Dec 25, 2019
- 3 min
From Good to Great – The Sustainable Dealership Flywheel
What makes a dealership good? And what does it take to move a dealership from good to great? These questions are our subject for this...
2 views0 comments