Script International 2010
description
Transcript of Script International 2010
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Manufacturers
Distributors
Dealers
Rental Stores
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OEM
Dealer / Distributor
Rental Store
End User
Product Support
Investment
Capital
Global Competitors
Finance
Programs
Channel
Strategy
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WANTED - Business partners to share financial risks
Attracting investment capital to the dealer network
Sustainable distribution channels
Move product support closer to the customer
Market pricing – especially with new global competitors
Deliver brand value – attract dealers / customers
Maintain / increase market share
Profitable dealers
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Corporate Profits
Market Share
Customer Satisfaction
Product Support
Retail Financing
Wholesale Financing
Shareholder
Value
Warranty
Product
Quality
Brand
Dealer
Profitability
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Channel work is needed by everyone …
OEM’s and their dealer network
▪ Global strategy needed – new markets identified
▪ Rental a critical success factor to market development, dealer ROE
▪ Recession has depleted human resources – no margin – outsource
▪ Strengthen dealers (financially) - improve overall returns
▪ Better customer care – Implement support initiatives
▪ Review technology opportunities – leverage when possible
▪ Educate dealers to process improvement
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Channel work is needed by everyone …
Dealers / Distributors and Rental Companies
▪ Economic recession has depleted human resources
▪ Training departments – vacated
▪ No capacity for project implementation - outsourcing best option
▪ Operational processes need review / refinement
▪ Less people requires improved efficiencies
▪ Map current processes – re-engineer processes
▪ Review technology options to gain leverage
▪ Re-define operational measurements and monitoring methods
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Services include:
Channel Development strategies
Market feasibility studies
Dealer development training
Project Implementation teams
Operations manuals – capturing best practices
Business plans / profiles for new dealers
Resource for temporary / permanent industry talent
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Services include
Employee training
Process improvement
Operational reviews
Operations manuals
Integrating a successful rental program
Rental operations development
Mystery shoppers
Rental Cycle
Repair Ready Delivery
$$
RENT
$$
STUCK
1 Day
STUCK
2 Days
STUCK
1.5 Days
STUCK
.5 Days
GOAL
5 Days
TWICE PER MONTH
Counter Sales Counter EveryoneShop
Ready
For
Pick-up
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Services include:
Operational reviews
Sales and marketing training
Systems / software review
Customized operations manuals
Identify and coach competitive edges
Staff development - Employee training / various topics
Rental management assistance / improve asset management
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Services include:
Strategies for membership retention, association services
Consultancy for members - management and operations
Industry speakers / annual meetings / regional conferences
Educational articles for trade publications
Development of educational and training material
Development and presentation of educational seminars
Survey analysis - Cost of Doing Business Survey / Wage Analysis, etc.
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Services include:
Marketing services
SME’s for new product development
Implementation training for new customers
Upgrade management reports
Operational reporting methods
Process mapping for operations
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Services include:
Operational audits to assist struggling clients
Fleet inspections / inventory audits
Due diligence work on start-ups or M&A
Market verifications
Feasibility studies
Fleet valuations
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Services include:
Market studies – competition, market segments, etc.
Complete Business Plan
Implementation planning
Guidance in fleet mix and purchasing
Operations Manuals
Employee Training
Guidance in selecting IT operating systems
Feasibility / Budget Planning Tools
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Company established in 1996 Highly entrepreneurial leaders in the equipment industry with
average 25 + years experience
International work / completed projects in (30) countries
Clients include major OEM’s and their dealer organizations, privately owned start-up businesses, trade associations.
Project milestone – assisted CAT dealers in South America to open 72 rental locations in 48 months.
Provided assistance to CAT dealers in Europe during due diligence work on acquisitions of CRAMO / Hewden Stewart
Other clients include Bobcat, Terex, ARA, AED, Komatsu
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Unique Solutions – What separates our consulting services from the others?
Ability to move quickly
Ability to provide experienced ground personnel (implementation)
Background and experience from a business owners perspective
Background and experience from the customers perspective
Broad industry background results in collaborative approach to solutions
Proven track record - RESULTS!
For more information contact:
Larry Kaye(904) 819-9470
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