Management Basics: Delegation

When I think back to delegation, one thing that always comes to mind were the dreaded group projects in school. You know the ones I’m talking about. The one where it was a group grade, but only one person really did the work. They were the worst.

One specific group project that comes to my mind was in a high school history class. In this class, we were supposed to create a video depicting a historical event. We needed to have costumes, everyone needed to have lines, and present the information in a way that the rest of the class could …Read More

How to Find New Managers

“Help, I need a manager!” This is a conversation we have consistently with dealers. Finding someone to come along side you to help run and manage your dealership is a big deal. It’s not a step that should be taken lightly. The right person for this position has to be a someone that not only you trust and get along with, but that your people will respect as well. One of the most common mistakes we see are dealerships who get to the point of needing a service manager, which typically happen when you have three technicians who are 85% …Read More

Looking For Sales Help?

When you think of the word ‘salesperson’, what comes to mind? For most people, it’s words like slick, slimy, greasy, con-artist, or snake.   I think most dealers agree that these aren’t words they want to hear when others describe their salespeople. So, how do you find salespeople for your dealership who aren’t slick, slimy or greasy?
As you think about hiring for your sales area, it’s important to understand that you need different sales roles require different types of people. I know some dealerships have salespeople working at the parts counter, some have dedicated inside salespeople and some have dedicated outside …Read More

Where to Find Parts People

Not just anyone can be picked off up the street and be placed at the parts counter. There is a mix of customer service, technical knowledge, sales ability, and attention to detail required to be an excellent parts person. So, when you are in need of the mystical parts person, how and where do you find them? With season upon us, there never seems like there are enough to go around.
We often talk about how, as we are looking for good employees, we need to hire low and grow. The same holds true for a parts counter sales person. As …Read More

Where to Find New Technicians

If I were to pick the one question that people ask me the most, it would be this: “How do I find good technicians?”

It’s no secret that it is a challenge to find qualified technicians. Programs are created to train up technicians, but it seems like there are none available when you need them which, most of the time, was yesterday. So, how to do we find good technicians today?

Hire Low and Grow:

One of the fundamentals to finding any good employee is to hire low and grow. By this we mean that we encourage dealers to find a person that …Read More

Why New Sales People Fail

When working with dealerships, I’m often asked, “How can I help my new salesperson succeed – right from the start?” Most salespeople, especially new ones, fail for one reason; they don’t produce enough daily activity to get their business up and going.  This is why I encourage owners and sales managers to make sure that the salesperson is starting out with a sales funnel that is full of customers to contact.  Whether your salespeople are new or experienced, nothing can create sales success more than a full sales funnel.  If I were starting a new salesperson, I would go into …Read More

How to Compensate Your Salespeople

Compensation, regardless of the position in a dealership, is always a hot topic.  How much can I afford to pay? What level of performance do I have the right to expect as an owner from my people? How do I know whether I am paying too much, or just as bad, not enough, and then risk losing my good people to a competitor?  While I could do a day-long program on compensation programs for dealerships, in this blog I want to just focus on the sales department for both inside and outside sales people.
Let’s start with those people you have …Read More

What is the Difference Between MSRP and Retail?

MSRP and Retail Pricing may not be the same thing. One of the most common questions I am asked from new dealers, just getting into the business, has to do with MSRP (Manufacturers Suggested Retail Price) and why we would encourage dealers to charge more to the customer that what the manufacturers recommend.  As I share with dealers, the Manufacturers Suggested Retail Price, is just that, a suggestion.  It doesn’t mean that you must sell at that price.  As an independent dealer you have the right to choose whether you use the recommendation from the manufacturer or not. Because of …Read More

But, Can They Run the Business?

Have you ever stopped to think about what the core skills or competencies are that someone needs to know to run your business? As you are thinking about what it looks like for someone, other than you, to effectively run your business one day, this is a vitally important question to ask. Not long ago, I sat down at lunch with my mom and dad and we had this exact conversation.  Asked them “What are the skills or competencies that I need to have in place to run the company one day?”

The conversation did a few things:

First, it opened up …Read More

Avoiding Chaos

I recently heard a fireman share how he & his fellow firefighters work to avoid disaster. He explained that the best way to deal with a serious problem was to be proactive in order to eliminate or minimize the problem before it occurs. His department invests their time in doing regular checks on the businesses in the area to make sure they are up to code, that the fire extinguishers are working and in the right place and that the smoke detectors are all functional. That way, a major fire can be completely avoided or, at the very least, minimized. …Read More