My kids are competitive swimmers, and my daughter loves the long course (400 meters plus). As an endurance athlete, she thrives in the aerobic phase – streamlined stroke, steady breathing, and the ability to swim long distances.  But to win a race, she’s learned that short bursts of high intensity (anaerobic) are usually required to close a gap or pull ahead. In endurance sports, this is sometimes called “burning a […]

In January this year, at the Associated Equipment Distributors annual summit conference in Las Vegas, I had the privilege to speak with a group of Canadian equipment dealers about raising the BAR in 2024.  B = Balance sheet. Are you increasing your equity in the business? A = Absorption. Are you measuring it?  R = Retention. Both employee and customer. Has your dealership made the switch from order taker to […]

In the increasingly competitive landscape of heavy equipment dealerships in 2024, as new machine sales taper and absorption becomes increasingly important, an invisible force can make or break your business.  Yet, many still overlook its significance: the brand promise.  It’s not just a catchy tagline or a logo slapped onto a brochure. No, it’s the very essence of what your dealership stands for, the bedrock upon which customer loyalty is […]

In the fast-paced and often chaotic world of equipment distribution, dealer principals often navigate complex challenges that demand honing their skills. If you’re contemplating whether it’s the right time to engage an executive coach or even what an executive coach can do for you, here are seven signs indicating you might be ready for this transformative journey.   Feeling Stagnant in Your Leadership Growth. You’ve ascended to the top. Now […]