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.