Script International 2010

Manufacturers
Distributors
Dealers
Rental Stores

OEM
Dealer /
Distributor
Rental Store
End
User
Product Support
Investment
Capital
Global Competitors
Finance
Programs
Channel
Strategy

 WANTED - Business partners to share financial risks
 Attracting investment capital to the dealer network
 Sustainable distribution channels
 Move product support closer to the customer
 Market pricing – especially with new global competitors
 Deliver brand value – attract dealers / customers
 Maintain / increase market share
 Profitable dealers

Corporate Profits
Market Share
Customer Satisfaction
Product Support
Retail Financing
Wholesale Financing
Shareholder
Value
Warranty
Product
Quality
Brand
Dealer
Profitability

Channel work is needed by everyone …
 OEM’s and their dealer network
▪ Global strategy needed – new markets identified
▪ Rental a critical success factor to market development, dealer ROE
▪ Recession has depleted human resources – no margin – outsource
▪ Strengthen dealers (financially) - improve overall returns
▪ Better customer care – Implement support initiatives
▪ Review technology opportunities – leverage when possible
▪ Educate dealers to process improvement

Channel work is needed by everyone …
 Dealers / Distributors and Rental Companies
▪ Economic recession has depleted human resources
▪ Training departments – vacated
▪ No capacity for project implementation - outsourcing best option
▪ Operational processes need review / refinement
▪ Less people requires improved efficiencies
▪ Map current processes – re-engineer processes
▪ Review technology options to gain leverage
▪ Re-define operational measurements and monitoring methods

Services include:
 Channel Development strategies
 Market feasibility studies
 Dealer development training
 Project Implementation teams
 Operations manuals – capturing best practices
 Business plans / profiles for new dealers
 Resource for temporary / permanent industry talent

Services include
 Employee training
 Process improvement
 Operational reviews
 Operations manuals
 Integrating a successful rental program
 Rental operations development
 Mystery shoppers
Rental Cycle
Repair Ready Delivery
$$
RENT
$$
STUCK
1 Day
STUCK
2 Days
STUCK
1.5 Days
STUCK
.5 Days
GOAL
5 Days
TWICE PER MONTH
Counter Sales Counter EveryoneShop
Ready
For
Pick-up

Services include:
 Operational reviews
 Sales and marketing training
 Systems / software review
 Customized operations manuals
 Identify and coach competitive edges
 Staff development - Employee training / various topics
 Rental management assistance / improve asset
management

Services include:
 Strategies for membership retention, association services
 Consultancy for members - management and operations
 Industry speakers / annual meetings / regional conferences
 Educational articles for trade publications
 Development of educational and training material
 Development and presentation of educational seminars
 Survey analysis - Cost of Doing Business Survey /Wage
Analysis, etc.

Services include:
 Marketing services
 SME’s for new product development
 Implementation training for new customers
 Upgrade management reports
 Operational reporting methods
 Process mapping for operations

Services include:
 Operational audits to assist struggling clients
 Fleet inspections / inventory audits
 Due diligence work on start-ups or M&A
 Market verifications
 Feasibility studies
 Fleet valuations

Services include:
 Market studies – competition, market segments, etc.
 Complete Business Plan
 Implementation planning
 Guidance in fleet mix and purchasing
 Operations Manuals
 EmployeeTraining
 Guidance in selecting IT operating systems
 Feasibility / Budget PlanningTools

Company established in 1996
 Highly entrepreneurial leaders in the equipment industry with
average 25 + years experience
 International work / completed projects in (30) countries
 Clients include major OEM’s and their dealer organizations, privately
owned start-up businesses, trade associations.
 Project milestone – assisted CAT dealers in South America to open 72
rental locations in 48 months.
 Provided assistance to CAT dealers in Europe during due diligence
work on acquisitions of CRAMO / Hewden Stewart
 Other clients include Bobcat,Terex, ARA, AED, Komatsu

Unique Solutions –
 What separates our consulting services from the others?
 Ability to move quickly
 Ability to provide experienced ground personnel (implementation)
 Background and experience from a business owners perspective
 Background and experience from the customers perspective
 Broad industry background results in collaborative approach to solutions
 Proven track record - RESULTS!
For more information contact:
Larry Kaye
(904) 819-9470
lkaye@scriptintl.com

Script International 2010

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Script International 2010