dealer dev program

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Dealer DevelopmentProgram

Te Solomon Coyle Dealer Development Programteam is led by David J. Solomon, a widely respectedindustry consultant with a deep understanding of the

dealer’s challenges in today’s economy and a reputationfor approaching those challenges with a brand ofnancial vision and independent thinking that produc-es positive results.Te typical Solomon Coyle consulting engagement isan intensive, four-part assessment of a dealership’s real- world strengths and deciencies using assessment toolsthat Solomon and Coyle have developed in the courseof engagements with over 100 dealers, installationcompanies and furniture manufacturers.Te program is focused on identifying and address-ing specic nancial, operational and managementdeciencies. Our overarching goal is to take every participating dealership to signicantly higher levels of performance, make them more protable, and positionthem to increasingly sell more product.Solomon Coyle has a proven track record in helpingthe dealer achieve signicant improvements in efficien-cy and protability. Our unique approach allows us toshow dealer principals where the money is by demon-strating how much their current processes are costingthem and the savings and prot improvement potentialthat can be achieved by implementing our recommen-dations. In most cases we can guarantee that the dealer

will achieve a return on investment (ROI) within 120days. Most dealers that implement our recommenda-tions achieve an ROI of up to 20 times their invest-ment in consulting services over two years.

Our Dealer Development Program is an intensive effort to positiothe manufacturer for system-wide gains in market share and saleby empowering dealers to perform better and win bigger.

Solutions for Furniture Dealer Developmentsolomoncoyle.com703 370 1901

Dealers that implementour custom improvementplans typically achieve areturn of up to 20 timesthe investment in ourservices over 2 years.


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and its service operations, personnel evaluations, deptal processes and practices, sales and marketing obsertechnology utilization suggestions, and a series of twthree dozen recommended action items. We also inclusuggested organization chart and a pro forma budget.Te report and accompanying nancial analysis can beas ongoing planning tools and form the basis for deveDealer Sales Plan, Business Plan and Operating Budg We return to the dealership for an on-site implementa planning meeting a week to 10 days a er delivering oreport. During this planning session, we bring a list othe Solomon Coyle recommendations to review, discu prioritize with the dealer team.

In addition, Solomon Coyle provides mentoring and mtoring for dealer clients for ve months during the immentation process.Solomon Coyle also offers a Protability Program taito the needs of smaller dealers. For those dealers havmillion or less in total annual sales and operating outlocation, we offer a more affordable evaluation optionreduced scope of work.

Consulting Engagement Overview During the engagement, we review the dealer’s nances,operations, and organizational structure. We compare thoseareas to industry benchmarks that we have developed overthe past 12 years and make recommendations to right-size theorganization, correct operational deciencies, and place thedealer in a highly protable situation.Solomon Coyle places a strong emphasis on nancial perfor-mance including: budgeting, forecasting, job costing, cashow, nancial reporting, and employee performance mea-sures.Te typical Solomon Coyle consulting engagement consistsof four major steps: pre-planning and initial review, an on-site dealer assessment, reporting and recommendations, and

implementation planning and direct assistance.Troughout the process, we focus on ten core areas of thebusiness:

■ Order Implementation and uote-to-Invoice Process ■ Sales and Marketing ■ Design ■ Project Management ■ Customer Service ■ Operations—Warehouse, Delivery, Service andInstallation

■ Automation Utilization ■ Human Resources ■ Finance and Administration ■ General Management

A er the pre-planning work is completed, the SolomonCoyle team schedules a two- or three-day on-site visit thatincludes a 360-degree review of the dealership. We meet with the principal(s), the management team, individualdepartment managers, and representative groups from eachfunctional area of the dealership. If possible, we also willmeet with major subcontractors, the aligned manufacturer’smarket manager, and some customers.Based on this assessment, the team develops the primarydeliverable: an in-depth Owner’s Report. Te typical report(40–45 pages in length) addresses the full range of our on-site assessment including a nancial review of the dealership

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Costs may be shared between the participating dealer primary manufacturer. Additional benets if sponsore primary manufacturer:

■ Form collaborative working relationship with mfacturer and key manufacturer personnel ■ Identify mutual goals and strengthen planning p ■ Discover ways manufacturer can assist and imp

dealer sales efforts and operationsBy participating in the Dealer Development Program will achieve a signicantly higher level of performan protability.

Value for the Dealer Our consulting approach reects the perspective we havegained in achieving measurable improvements through best- practice implementations with dealers across North America.Tis real-world perspective recognizes that today’s success-ful contract furniture dealership, in effect, is an integrationof three specialized operating units: a sales organization, a procurement service, and a services rm. We understandthe unique requirements of each of these “businesses” andthrough this program can help dealers develop the competen-cies essential for success.Benets for the Dealer:

■ Receive an unbiased assessment of current dealershipsituation with recommendations for specic improve-ment opportunities ■ Gain a greater understanding of dealership’s nancial

and operating information, including the dealer’s averagehourly cost for operations and overall break-even point ■ Learn the critical success factors in operating a dealer-

ship more protably ■ Develop a strong professional management team

through a better understanding of current staff andfuture staffing needs ■ Develop a strategy for improving technology utiliza-

tion throughout the organization ■ Identify those processes and practices that are working

well and that the dealership can capitalize on as competi-tive leverage ■ Develop better operational capability and improve ex-

ecution, the customer experience and dealer protability ■ Identify obstacles to achieving maximum productivity ■ Gain an in-depth understanding of the sales order

process and the work order process ■ Develop strong strategic selling skills and the relation-

ships to protably win strategic target accounts necessaryto grow their own market share ■ Increase camaraderie and teamwork through the plan-

ning process ■ Create an actionable plan for greater protability


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Value for the Manufacturer Manufacturers that want to be more competitive and growmarket share must assure a strong, dynamic presence in localmarkets. By investing in a Dealer Development Program, amanufacturer is investing in strengthening its distributionchannel. Tis program will help to make a manufacturer’sbest dealers better, or can be used to evaluate and elevatestruggling dealerships through remedial programs and inten-sive mentoring.Solomon Coyle will work with the manufacturer dealerdevelopment team to tailor a program enabling the level ofhands-on interaction with the dealer that best meets themanufacturer’s objectives. For maximum results, we recom-mend that the manufacturer be present during the on-siteevaluation and implementation meeting, and that the manu-facturer provide periodic follow-up throughout the imple-mentation phase.Benets for the Manufacturer:

■ Receive an unbiased assessment of current dealershipsituation with recommendations for specic improve-ment opportunities ■ Gain greater access to dealership’s nancial and operat-

ing information ■ Develop a better understanding of targeted dealers and

markets

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Identify mutual goals for greater protability and mar-ket penetration ■ Form collaborative working relationship with the deal-

ership and key dealer staff ■ Develop greater insights into dealership’s management

team and staff ■ Discover ways manufacturer can assist and improve

dealer sales efforts and operations ■ Strengthen individual dealerships in key markets by

investing in best-practices consulting ■ Create additional return on investment by implement-

ing an integrated program that will lead to a sustainable,adaptable business model for outstanding performanceand continuous monitored improvement ■ Develop protable dealers that can invest consistently

in growing market shareBy empowering dealers to perform better and win bigger, we position the manufacturer for system-wide gains in marketshare and sales.

Moving ForwardTe Solomon Coyle team will apply our real-world expence, nancial analysis and proven best practices to pdealers for sustained success and optimize their valuemanufacturer’s distribution system.In preparing for a typical consulting engagement, theshould plan on the following schedule:

Pre-planning and review 4 weeks

On-site assessment 1 week

Reporting and recommendations 2 weeks

Implementation planning 1 week

Ongoing implementation monitoring 5 months oras required

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For additional information and pricing,please contact David Solomon:

703.370.1901

[email protected]

dealer dev program

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