Research

Each participant gets a benchmarking report that goes far beyond traditional dealer financials. In addition to a granular analysis of the dealer’s own performance, we provide historical trending and anonymously present data that allows dealers to see how they compare to similar dealers in their channel.

Through a companion report based on the Solomon Coyle Index (SCI) of all aligned dealers, we provide additional comparative data to give participants an even fuller picture of where they stand within the industry.

The methodology is uniquely aimed at driving improvements in performance and profitability. Applying the Solomon Coyle key performance indicators, the participating dealer can easily target areas offering the biggest opportunity for improvement.

Our analysis covers the typical dealer positions for the surveyed period—in our latest report, there are 37. For each position we enable comparison by region, company size, revenue, years of experience and, when possible, market-specific data.

Whether it’s used to validate current plans, policies and practices or design better ones, our compensation research offers critical competitive advantage for staff recruitment, retention and performance.

By looking at projected bookings for each of three time periods—next quarter, next 6 months, and remainder of the current year—Market Outlook is a continually updated tool for benchmarking business development, marketing and sales performance.

To add value for the purpose of profitability projection, we also identify trends in sources of new business based on selected NAICS industry sectors.

Our quarterly in-depth report offers insights into the current economy, reviews leading macro and industry indicators, and compares manufacturer shipment data, market share information and public comments.

We also provide both an analysis of how economic factors and industry indicators will impact future sales and a dealer performance snapshot based on our Market Outlook data.

The dealer’s prime takeaways are insights that inform the development of creative business strategies and foster serious exploration of emerging business models that show potential for greater competitiveness and profitability.

Dealer services, product offerings, strategic relationships and customer buying patterns are among the many subjects we cover.

One of Barry Coyle’s signal achievements in the professionalization of dealer operations, the Installation Estimating Workbook provides a rational basis for the analysis, planning and pricing of installation projects. A close working knowledge of the workbook’s contents is invaluable for maintaining a job costing discipline that balances high service levels and healthy profitability.

With contemporized furniture prototypicals and a multi-stage validation process, the update that’s now in development is sure to keep our Installation Estimating Workbook a valuable, relevant resource.

We address targeted interests in a wide variety of areas:

Custom-research clients benefit from our trademark thoroughness and objectivity as we help clarify the study objectives, write the report, present the results and partner with the client’s team to identify the implications for their company.