This document discusses a company's changing market share in parts, accessories, and machinery over time, with their market share decreasing in machinery but increasing in spray equipment and merchandise/accessories. It also examines customer survey feedback about the company's brand and areas for improvement. Finally, it outlines the company's business plan to invest in people, products, communication, and suppliers to strengthen their market position and achieve growth through a non-exclusive distribution strategy.

1. Maintaining & Improving Market Share

2. 1998 Key Moment

3. Then & Now
1997
Parts 10%
Accessories 10%
Machinery 80%
2012
Spray Equipment 30% Merchandise & Accessories 60% Ag Implements 10%

4. Dominant market position
Brand recall
80%
Queensland
Tablelands
70%
Yarra & King
Valleys
60%
Barossa
45%
Mildura
55%
Perth
45%

5. Customer survey
Trusted brand
Quality
Built tough
Knowledgeable staff
Incomplete range
Too many dealers

6. Business
Plan
Management Feedback
Diagnostic report
Market Data
Diagnostic
Report
Staff Feedback Customer Feedback
Financial Analysis

7. 2 Invest in people, products, communication & marketing
3 Invest in training, conferences & meetings
Critical success factors
4 Strong supplier relationships
5 Always be accessible
1 Self belief

8. Growth strategy
1 Non-exclusivity for fast growth

9. Key takeaways