STEP 4: Increasing Your Average Win Rates

This step explains a simple technique that you can implement today to increase the average win rate of anyone who sells anything at your distributorship. And when I say anyone, I’m including the people who sell new and used equipment, your aftermarket products and services, operator training, rentals, etc., absolutely anyone who sells or accepts […]

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STEP 5 – Mastering the Revenue Growth Formula

  Here is our final step in this series.  We’ve shared some impactful information on how to substantially increase your revenue and grow your distributorship with a simple, yet powerful formula. If you want to review what we’ve covered so far, click here. Now that you’ve seen how our exclusive Revenue Growth Formula works, perhaps […]

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50 Ways to “Wow” Your Customers

When it comes to customer retention each of us is keenly aware of the need to deliver to and satisfy our customers, but what’s “Wowing” about? Wowing is a lesson that I learned from my neighbor, Jim. Jim, his wife Kim, their twin daughters and dog moved in next door 5 or 6 years ago.  […]

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Asking the Big Questions

Bank robber Willie Sutton (1901-1980) did rather well at his profession: Over the course of his career he made off with an estimated $2 million. Sutton is famous for … a pithy rejoinder … about why he robbed banks. (He) replied: “Because that’s where the money is.”(1)

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The Ugly Truth

Although manufacturers and distributors don’t like talking about it, there is an Ugly Truth in the industry. Watch the video below and see what the Ugly Truth consists of.   We are Growing Marketshare 365 and we are the largest provider of Unlimited Exclusive Leads to equipment distributors throughout North America. If you would like […]

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Beginning With the End in Mind

When we talk growth I suspect that most of you envision selling more new equipment. I appreciate that view. A couple of years ago a distributor that represented 18 different manufacturers told me that I’d be his friend for life if I could figure out how to keep those manufacturers from calling him all the […]

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The Hard Part

The hard part isn’t knowing what to do to grow your distributorship’s revenue. You’ve already got most of that figured out. The hard part is knowing how to do it.  That’s the part that bothers you most. If you don’t know how to do it, then how can you be sure that we do? That’s […]

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The Institutional Imperative

In a letter to Berkshire Hathaway’s shareholders, dated March 2, 1990, Warren Buffett introduced a concept he referred to as the Institutional Imperative. Since he introduced the ideas, hundreds of articles, many of them scholarly, have been written about his observation.

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The Payoff

I don’t know if you have ownership interest in your business or not, but I do in mine. As an owner my focus for years was on maximizing sales transactions and the more of them the better! Then one day it dawned on me that a sales transaction was really only a one-time event. You […]

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