Tried & True Insights Into Equipment Dealerships

"Some things never change.”

“It is what it is.”

“A penny saved is a penny earned.”

“Money can’t buy happiness.”

Why do we use these common, everyday phrases that are so obvious they are almost not worth saying? And what are similar truisms that have been used for a long time in a dealership?

Here are some other common examples of everyday truisms: 

“The apple never falls far from the tree.”

“Patience is a virtue.”

“Time is a great healer.”

“Everyone makes mistakes.”

Truisms are called such because they express widely known truths that help us connect with our audience through a shared understanding — short phrases, easy to remember, simplifying complex ideas to make them more relatable.

When used in difficult or stressful situations, they can provide comfort and maybe a bit of humor.

Fantastic Four

There are 4 truisms we use in our consulting and training with dealership leaders. These are also good reminders aligned with our 2025 theme: “In Turbulent Times: Seek Stability by Adapting and by Seizing Opportunities.” Many of you are adjusting to turbulence from a cyclical downturn, employee turnover, tariffs, etc., etc. Elaborating on these truisms may prove leadership lessons.

“Cash is king.” Your cash flow is vital to pay your bills and maintain good credit. In good times, you need to collect your A/Rs, manage inventory levels — especially used and slow-moving parts, and focus relentlessly on the process of closing work orders (WIP/Work in Process). In turbulent times, these can mean the difference between profit and loss, and maybe even survival.

“It’s all about talent.” A relationship-based, service-oriented business, such as a farm equipment dealership, is most successful when leaders foster a culture that empowers people to do the right thing.

A related truism is “If you take care of your people, they’ll take care of your customers.” To lessen employee turnover and to learn from your people, it is vital to communicate regularly and to remember that communication is a two-way system. When you speak a message, ensure that it is heard. Or not.

Management guru Peter Drucker said, “The most important thing in communication is hearing what isn’t said.”

“It’s all about talent” is relevant in turbulent times when you might have the opportunity to buy a neighbor or to sell your dealership. What is your bench strength of managers and leaders who can integrate an acquisition, or provide financial value in a sale because of their good work and connection to customers?

“Management is doing things right; leadership is doing the right things.” This famous Drucker quote is important for where and how you spend your time. The management phrase focuses on the “Seeking Stability” part of our theme, which means resolving today’s challenges to get things done effectively — selling and servicing machines, keeping employees, customers and suppliers happy.

A related truism is “What gets measured gets managed.” Are you measuring the things that make the biggest difference?

The leadership phrase is about making choices and part of another favorite Drucker quote, “There is nothing so useless as doing efficiently that which should not be done at all.” This is the essence of doing the right things.

“What got you here won’t get you there.” My MAC colleague Zach Hetterick states this truism in the dealer development workshops we do together. 

As dealerships grow, there is a time and place to change management styles, organization structure, and processes. And the pace of changes in technology, society, demographics, etc., is increasing.

Recognition is Key

My mentor, Bob Currie, quoted former GE CEO Jack Welch, “If the rate of change on the outside exceeds the rate of change on the inside, the end is near!”

Recognizing the need to change is often hard, but it is vital to know what and when to do so.

But we can take comfort in things that don’t change. That is what makes a truism, and why the start of this article is, “Some things never change.”

When to change and what not to change suggests a leadership lesson from the truism of the Serenity Prayer: “God grant me the Serenity to accept the things I cannot change, the Courage to change the things I can, and the Wisdom to know the difference.” Please send us your favorite phrase or truism that helps you as a leader.

George Russell started with International Harvester in 1975, then worked for Case and later CNH Industrial, where he held executive and global positions in both Ag and Construction Equipment in product development, strategy, and sales & marketing.  He left CNH in 2006 as VP, Case CE Europe, Africa, Middle East to start working directly with dealers.  He leads several dealer best practice groups in Ag and CE, as well as leading workshops for OEMs and AED programs such as “Professional Sales Management”, “Branch Management”, “Parts & Service Profitability”, and “Financial Leadership and Growth”.  He writes a regular dealer business improvement column for Farm Equipment magazine and co-authors the annual ‘Big Dealer’ report for Ag Equipment Intelligence as part of his focus on growing & consolidating dealerships.  He is a founding member of the Machinery Advisors Consortium.