A Time for Resolutions and Improved Business Practices

By Ron Henson

As a new year arrives and every­one is locked into res­o­lu­tions, I humbly offer the fol­low­ing list as pos­si­bil­i­ties for Deal­er­ship Oper­a­tors:

Resolve to sell more from stock rather than man­agers arrang­ing deal­er trades all day long.  Are you order­ing the cor­rect New Car inven­to­ry if deal­er trades are a dai­ly activ­i­ty?

  • Resolve to hold your sales staff account­able for prod­uct knowl­edge on your prod­uct as well as key com­peti­tors.  (Manager’s respon­si­bil­i­ty)
  • Resolve to find the bal­ance between hold­ing respectable gross on new cars and main­tain­ing world class CSI. Remem­ber: CSI = Cus­tomer Sup­plies Income
  • Resolve to assure that your Vari­able Ops depart­ments and Fixed Ops Depart­ments work as a team.
  • Resolve to have the GM or Deal­er Prin­ci­pal per­son­al­ly com­plete a phys­i­cal inven­to­ry month­ly.  Your floor­ing source will love this!
  • Resolve to com­mit to a sus­tained and con­sis­tent train­ing pro­gram for your team.  Dai­ly train­ing = A Health­i­er Bot­tom Line
  • Resolve to tell your Admin Team how much you appre­ci­ate them at least once a week.GM’s and DP’s: Resolve to work the desk, the parts counter, the ser­vice dri­ve, and YES, the wash bay at least once per quar­ter.  Amaz­ing things hap­pen when the Head Hon­cho rolls up his sleeves and gets in the trench­es.
  • Resolve to com­mit to Dig­i­tal in your sales, train­ing, adver­tis­ing, ser­vice busi­ness, EVERYTHING!  The deal­ers who cast their nets where the fish are (Online) are the ones who will thrive in mar­ket share in 2013.

As a long time car guy myself, I cer­tain­ly don’t pre­sume that I have all of the answers to mar­ket share dom­i­nance.  How­ev­er, some of these may be a step in the right direc­tion.

Ron Hen­son is Deal­er Ser­vices Man­ag­er at DrivingSales.com. Read the full arti­cle here.

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