Jordan-Sitter Associates » Management

Right Sizing In “Challenging Times”

Ben — Thu, 19 Mar 2009 06:57:03 +0000

We will all agree that 2008 and 2009 will be aptly described as “challenging times”. Let’s consider some appropriate HR moves aimed at rightsizing a company (dealer or manufacturer) so they are positioned for long-term sustainability.

Read the full article here.
First Published November 2008

Promotion Pitfalls – Sales to Management

Ben — Thu, 19 Mar 2009 06:55:26 +0000

Since many successful dealer executives, as well as a host of effective sales and branch managers, started as sales representatives, there are obviously techniques that will enhance the odds of successful promotions.

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First Published January 2008

Management Needs in Today’s Rental Industry

Ben — Thu, 19 Mar 2009 06:52:31 +0000

(Q) What type of question would your firm ask of a rental management candidate or one
of their references?

(A) “Brian, we start each of our executive search assignments with a day’s visit at our client’s
location. The primary purpose is to develop a complete position specification and detail document. This is a whole lot more than a job description. We outline: the job, desired qualifications, corporate culture, performance objectives and a lot more. This may seem like a digression from your question but you’d be amazed at how many senior level hiring efforts are launched without a decent outline of what is really being sought. We feel that both interview and reference questions should be driven by the position spec. Our premise is that the best indicator of future success is past performance. Therefore, many of our questions relate to situations in the candidate’s past which are relevant to the new position.”

Read the full article here.
First Published December 1999

When Times Are Tough, What Kind of Manager Should You Seek?

Ben — Thu, 19 Mar 2009 06:52:03 +0000

Why should a distributor executive give a minute’s thought to hiring someone in tough times? Consider the following:

1. You have a responsibility to shareholders, employees and customers so that the company survives and emerges as a profitable, viable organization. You have an obligation to provide managers who can perpetuate the business for the next 10, 20 or 30 years.

2. “Tough managers” must be willing to work hard and earn less, in a down cycle. Some wear two or three hats due to the reduction in head count.

3. When a manager joins in tough times, he or she learns the real ins and outs of the business and gains the respect of others. They demonstrate the ability to perform when the chips are down.

Read the full article here.
First Published September 1999

Branch Managers: All Purpose Leaders

Ben — Thu, 19 Mar 2009 06:51:26 +0000

Branch Managers may be best described as an AED Distributor’s equivalent of a utility infielder or an all purpose running back. At AED’s request, Jordan-Sitter Associates surveyed a broad sample of US & Canadian distributor executives to gain valuable insight into this pivotal role. We thank our survey panel and will use their responses to benefit the readership.

Read the full article here.
First Published December 1999

What’s Lacking in 21st Century Managment Skills?

Ben — Thu, 19 Mar 2009 06:50:58 +0000

Equipment distributors face a monumental problem when challenged with the need to fill supervisory and mid-management positions. All too often key management skills are woefully lacking in both internal and external candidates.

Jordan Sitter Associates (JSA) has explored this topic, and we want to provide solutions to the challenge of staffing a distributor’s or manufacturer’s leadership team for the new millennium.

Read the full article here.
First Published September 1999