Breaking Down Dealer Reviews

Send us Fan MailDealership operational excellence has never been more critical than in today's consolidated market. Troy Ottmer, a seasoned dealership executive turned consultant, dives deep into the often-overlooked opportunity of departmental reviews and their power to transform profitability.The equipment dealer landscape has changed dramatically—where once there were dozens of competitors, consolidation has left many markets with just a handful of dealers. Yet despite this reduced competition, many dealerships struggle to maximize their potential, celebrating modest profits while leaving substantial money on the table. Troy reveals how the average dealership carries a staggering 50-70% dead inventory, directly impacting not just working capital but creating ongoing costs through warehouse space, property taxes, and lost sales opportunities.One particularly eye-opening discussion centers on the difference between typical parts department performance (8% net income) versus what's actually possible (25% net income). Troy and host Ron Slee explore how lost sales tracking has virtually disappeared from many dealerships, despite being a critical tool for understanding market opportunity. They also dissect the faulty logic behind common "cost plus" pricing strategies for wholesale customers—strategies that often result in actual losses when fixed expenses are properly accounted for.Beyond inventory management, the conversation tackles the growing talent crisis facing equipment dealers. With projections suggesting that by 2030, half the workforce may lack necessary skills for employment, finding and retaining qualified staff has become an existential challenge. Troy offers practical insights on leveraging technology like e-commerce platforms to address staffing limitations while improving customer experience.Whether you're a dealer principal, department manager, or OEM representative, this episode provides invaluable perspective on operational excellence in equipment dealerships. Reach out to Troy for operational review services that deliver measurable improvement to your bottom line—because in today's competitive landscape, good enough simply isn't. Visit us at LearningWithoutScars.org for more training solutions for Equipment Dealerships - Construction, Mining, Agriculture, Cranes, Trucks and Trailers.We provide comprehensive online learning programs for employees starting with an individualized skills assessment to a personalized employee development program designed for their skill level.