We talked about the first half of the market share equation: visibility.We looked at where salespeople actually spend their time (and how much of it gets wasted), why most golf car dealerships only se...

Let me tell you about a conversation I had last month with the owner of a golf car dealership in Florida. Nice guy, runs a solid operation, moves a decent number of units every year. We were talking a...

Let me tell you about a conversation I had last month with a golf car dealership owner in Florida. Nice guy, runs a solid operation, moves a decent number of units every year. We were talking about hi...

Picture this: Silicon Valley’s tech darlings—the companies that made billions by owning absolutely nothing—are now burning through cash faster than a generator at a music festival, a...

Section 1: Introduction — The Problem StatementYour CRM Is Not a Technology Problem. It Is a Revenue Problem.Every equipment dealership in North America has a CRM. Most of them are failing to us...

Introduction: Are You Mistaking Busy for Productive?There is a silent epidemic sweeping through sales organizations across every industry. It does not show up on a balance sheet, it does not trigger a...

The Isolation Problem No One Talks AboutRunning a dealership is rewarding — and relentlessly solitaryThis Substack is reader-supported. To receive new posts and support my work, consider becomin...

Whether you agree with the NFL Salary Cap or not, the point is they have a target for each team that can’t be exceeded. How do you set targets or goals in your company? In the rental department,...

Coverage. Volume. Numbers. MORE!These are the words we hear constantly in sales discussions. But where should you actually put your time, effort, and focus to accomplish these goals?Thanks for reading...