About Bob Clements

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So far Bob Clements has created 31 blog entries.

Using Goals and Objectives to Motivate Your Parts Salespeople

One of the most important jobs of a department manager is working to keep their team motivated. In the parts department it is even more important than in service and sales because of the amount of customer contact that happens daily. One unmotivated parts person can impact both your parts sales and your customers’ experience with your dealership. One of the simplest and [...]

By | 2019-08-21T19:20:59+00:00 August 21st, 2019|Uncategorized|

Is It Time to Add Self-Checkout to Your Parts Department?

As customers’ attitudes continue to change about their need to interact with a person rather than a machine, we’re faced with great opportunities to make some innovations to the parts departments in dealerships.  I am guessing that most of you have looked up and ordered an item online or perhaps have gone through a self-checkout line in a store.  Where several years ago, [...]

By | 2019-08-14T15:33:05+00:00 August 14th, 2019|Uncategorized|

3 Processes to Keep Your Parts Department Running Smoothly

The parts department is one of the most complex parts of any dealership. It serves as the first impression for many customers and has challenges that no other department will face. At times, it may even seem like an impossible task to make everyone happy. Keeping your parts department running smoothly boils down to three key processes. The Process of Having the Right [...]

By | 2019-07-30T17:37:55+00:00 July 30th, 2019|Uncategorized|

Creating a “Wow” Experience With Your Parts Department

When it comes to parts, most people don’t think about them until they need them. Therefore it is critical to be at the front of your customers' minds when that need arises. One of the easiest ways to do that is to set up parts displays in your showroom near your equipment displays. While the customer is looking at new equipment, they are [...]

By | 2019-07-09T16:39:35+00:00 July 9th, 2019|Uncategorized|

Parts Inventory On Hand

Today, it makes no sense for a dealership to maintain a large parts inventory, or stock ten of the same item, because manufacturers have greatly improved their ability to get you the parts you need when you need them. Twenty years ago, it took almost 30 days to get a part, and now you can get a part delivered to you in one [...]

By | 2019-06-20T14:11:25+00:00 June 19th, 2019|Uncategorized|

Sales: The Value of a Customer

Calculate closing ratio It all starts off with some basic calculations, the first being your closing ratio. Let’s say that you kept track for a two-week period of time and found that 70 people had come into your dealership to look at equipment. Out of that group of 70, 20 ended up buying from you.  Keep in mind that the type or size [...]

By | 2019-05-21T14:38:12+00:00 May 21st, 2019|Uncategorized|

Sales: Compensation

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?  [...]

By | 2019-05-07T16:44:13+00:00 May 7th, 2019|Uncategorized|

Understanding the Roles of the Sales Department

Regardless of whether it’s service, parts, sales, or rental, each department has various roles that need to be filled to successfully take care of customers and to make sure the dealership is growing as projected. In the past, I have discussed both the service and parts roles; this week I want to focus specifically on sales. Depending upon the size of your dealership, [...]

By | 2019-04-25T15:05:48+00:00 April 23rd, 2019|Uncategorized|

How to Find Sales Employees

When you think about sales people, what comes to mind? For most people, it’s words like slick, slimy, greasy, or con artist. Now tell me, who wouldn’t want to be a sales person when those words come to mind? As you are looking for salespeople, I think most dealers we work with would agree that the words above aren’t words that they would [...]

By | 2019-04-17T16:44:56+00:00 April 15th, 2019|Uncategorized|

Showroom Strategy

Today’s largest customer segments, Baby Boomers and Millennials, are influenced by attractive, interactive showrooms. Their purchasing decisions are influenced by your brand as well as the layout and overall appearance of your showroom and outside displays. Branding is one of the most important elements of any dealership. In the past, dealers tended to let their manufacturer’s brand be their brand. Today, things are [...]

By | 2019-04-05T17:24:09+00:00 April 5th, 2019|Uncategorized|