Know when to fold ’em
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“I just don’t know what to do.”

This is a common comment from the calls we are receiving. These calls come from department managers, salespeople, branch managers, dealer principals – every position in the store. The underlying message – they are just lost on what to do next. It is a feeling of being overwhelmed, having no plan, no direction, no clue about what a good decision is.

Many of you may have read comments I submitted to Rural Lifestyle Dealer magazine about skills within a dealership. Following is what I wrote to Lynn Marcinkowski Woolf, editor of the magazine, which recently conducted its Dealer Business Trends & Outlook report: “The rural lifestyle industry is moving ahead and, with that, the sizes of dealerships are growing. The business of running a dealership is becoming more complicated as rural equipment manufacturers are now offering high horsepower tractors, construction, and hay tools. The management of people and processes are also changing.

“Many owners are not able to keep their dealership ahead of the curve. This has nothing to do with age, but more to do with skill sets. This frustrates manufacturers, business partners, employees, and ultimately, customers.”

The customers I was referring to are those who will find a dealership that can meet their needs of today and tomorrow.

“What is a gentle way to tell an owner that his skill set is not to the level needed to keep a dealership moving ahead? Dealer principals are working themselves into failure without realizing it, resulting in losing many years of equity building. It’s similar to putting a lobster in cold water and then turning on the heat.”


Western Equipment Dealer Magazine Spring 2018 Issue
By Trent Hummel

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