The last three months have seen economic conditions that haven’t existed since the Great Depression. It is no wonder that many dealers have been frozen in fear and inaction. Snap out of it, think what you have control of and make changes to be in position to survive through declining volumes.
If you are in contracts and can get out of them do so, cut your loss now and find economic solutions for your dealership. We built layers of management to solve the sales solution when volumes increased. It is time to operate lean and positive for the short and long terms. Bring your employees to the table to be part of the solution, they have great ideas and will work for the survival of your business.
Customer follow up, retention, and relationship building with your base is essential to compete with good products or poor. The basics, process, structure and accountability. Execute and you will succeed.
Sales staffs fail because it take too much effort and structure by management to make them work.
Dealers who do not make the commitment in technology, equipment, and formal training will not succeed in today’s changing market. We complain about lack of follow up and assume that the more we yell at the lowest common denominator the more they will sell and be accountable. NO.
Let’s invest a little to get a lot in return. Make the sales position a position of stature and responsibility. Some of us have, but I see so many dealerships who work in ways that worked in the past but that are failing today. Take control of your investment and destiny by establishing a work environment that rewards excellence and honesty – not just showing up to stare out the window. Conduct formal training, get the right technology, use what is available to close at a higher rate, just don’t talk about it “do it today.”