Heavy Duty Trucking Supplements

Truck Dealer of The Year 2014

The Fleet Business Authority

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we're closer to the deals. Obviously we should know someone that's in our territory and know if they're an acceptable risk." At McMahon Truck Centers, McMahon says they're a hybrid of a dealer and a leasing company. "Whether it's contract services, remote parts inventory management, sales and service or on-up truck sales, we try to find a value we can offer." For instance, they have a very prolific mobile service business. "We go to the customers, we don't force customers to come to us." "Customers are facing a lot of complexity and increased capital costs," McMahon says. His dealership helps with this "by creating financial solutions for them to make the new purchases," whether that's financing, leasing, doing maintenance contracts, parts supply agreements, having leasing and rental units available, even doing a captive shop. Bigger, better? The trend also continues to be toward larger dealership groups, which allows dealers to spread administrative costs out over more locations. Reilley points out that the trend to bigger is hardly just a dealership phenomenon. "It's a Home Depot thing, it's a Walgreens thing – the trend of the world is consolidation. We have to have buying power. All these big box stores, like Costco and Walmart, that's what they do. It's all about reducing cost. And if you can't, somebody else will, and you will no longer exist." 2014 TRUCK DEALER OF THE YEAR fter a 19-year career with International Harvester, Bill Reilley purchased a failed dealership through the IH Dealer Development program, completely re-organizing and re-positioning it, beginning in 1984. "I've always had an entrepreneurial spirit, being able to control your own destiny," he says. "I felt I could be more effective and successful on my own." He admits he didn't quite realize the challenges involved in resurrecting a failed dealership. Although he hired many of the people who had worked for the previous incarnation, he discovered that they did not have the culture of service for the customer that he e CEO believed would be the hallmark of success. "So I worked Milwaukee, Wis. very very hard on developing Continental Mixers, Navistar our employees International, Workhorse to be customerStrick Trailer focused, and that t doesn't happen overnight." That starts with the internal customer, Reilley says. "From the president down to the person who sweeps the floor, you all have to serve each other before we can go outside the business and service what we are all familiar with as the customer." In 1994 he entered the Racine market. In 1995, he purchased 100% of Lakeside dealership stock, achieving full ownership of the business. In the decade beginning in 2001, he built a new dealership in Milwaukee, which doubled his capacity in that market, and purchased five additional locations in Wisconsin and one in Illinois. Today, Lakeside International has eight locations. Lakeside International earned Navistar Truck Dealer of the Year in 2000, Wisconsin Auto and Truck Dealers' Truck Dealer of the Year and the Navistar Circle of Excellence for 18 years. Its Idealease leasing and rental company has achieved Idealgold status 14 consecutive years. This is the second time within a decade that Reilley has been nominated for T Truck Dealer of the Year. Finalist William K. "Bill" Reilley Sr. Lakeside International Trucks LLC FEBRUARY 2014 • HDT

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