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Articles by George Keen
MAC Welcomes Industry Veteran, George Keen as Advisor
MAC is pleased to announce that George Keen has joined the organization as an Advisor, bringing more than forty years of dealership operations, technology innovation, and international consulting experience to support MAC’s mission of strengthening performance and profitability across equipment industries.
Optimal Sales Force Management in an Ag Equipment Dealership
Editor’s Note: This article is reprinted with permission from longtime industry consultant George M. Keen of Wise Wolf Consulting. What follows is Chapter 7 of his 250-page book, Sales Management in an Equipment Dealership. The book is available to Farm Equipment readers at a discounted rate a https://tinyurl.com/39s5mxzz.
Are You Inspired Change?
Are you inspired by change or are you just reacting to Change? The world has been shut down. Did you let that stop your business? Probably not! Great! But are you taking this time as a good indicator of some changes that you should be making? Are you reassessing your business and adjusting to come out of this profitable and growing? You can do it one department at a time. Make Progress This year might be different in adjusting to the crisis and what changes need to be done.
Tips for Managing Accounts Receivable
This subject could easily be a full book, if not a series of books. But I’m not going to tackle it in that much depth. The first point is, if the customer is not paying cash, and you are not facilitating financing for them with a financial institution then you are carrying the credit choice for them! How do you manage that? A longtime customer owes you $42,000 and it’s been on your books for 76 days. What are you going to do about it?
Planning For Profits: Benchmark Your Service Personnel Costs
The single biggest personnel cost in a farm equipment dealership is in the service department. Of course, most dealerships will have more personnel in service than other departments. But if this cost is more than 20% of your service revenues, you need to closely examine it to determine if some things are out of line.
Planning for Profits: Are You the Employer of Choice or of Last Resort?
You’ve heard of the Academy Awards for movies and the Baldrige Award for quality, but have you heard of the “Employer Choice Award?” If you’ve heard of it, would you deserve it if you were nominated? Attracting and keeping employees is arguably your most important responsibility as leader of your dealership. In many farming areas, the number of qualified people who want to work in farm equipment is limited. Do you want them to work for you or for your competitor?
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