Share your automotive expertise

2 Write a Blog Post

Filed in: General Mgt

What Progress Have You Made So Far in 2013?

By Glenn Pasch on Jan 18, 2013

Here it is, a few weeks after New Years and some of you are very excited because you have been following your 2013 resolutions. You have a sense of accomplishment and look forward to continuing down this new road. Others have given up already and probably a 1/3 of you never set any new goals because you may think it is silly.

To those people who feel setting a goal is silly needs to understand that without an objective or goal, no change happens. Maybe you have been through this before and feel that setting goals never work. To you I say that you may want to look at how you set goals but more importantly how you set out an action plan to accomplish the goal.

To those who gave up, why did you? To you I would say that you have not invested enough in how the result will impact your life. If the goal is not worthwhile then letting it go is easy.

Instituting a change anywhere takes work. It takes effort. Anyone who tells you differently is lying.

Be careful of the phrase “time management”. That phrase gets tossed around so easily but it never goes far enough into why things need to happen or why they stop happening.

Setting a goal:

  1. The goal you set has to have some repercussion if you do not attain it. Not that you will be fired or something negative happens but you have to be invested in the outcome. If you do not see the downside of not accomplishing this goal then it will be easy to stop.
  2. You need to be specific in what you want to accomplish. Saying you want to be a top salesmen is not the same as you wanting to sell 50 units. The same holds true with “I want to lose 15 pounds” versus “I want to lose 15 pounds by May 1st.”
  3. Once you have a goal that you are invested in and have been specific in the goal, the next step is outlining “action steps” that you have to accomplish to get you on the path towards your goal. For instance, if you are going to sell 50 units, here are some things you may begin to work on.
    1. Review marketing materials
    2. Go through your database to create a list of the first 10 clients you will call
    3. Create a script for your sales pitch
    4. Make sure you are logging data into your CRM or tracking tool

Setting up these steps will allow you to focus on small accomplishments that bring you closer to your goal. If you do not have these steps you will end up looking at the goal of “selling 50 units” and may not know where to begin so you keep putting off action until something comes to you. Next thing you know you are way off pace.

Setting goals and focusing on small steps also allow momentum to be built so that you see small accomplishments which get you excited about each of the following steps

For those of you who are still attacking your goals from New Years, keep it up. Keep focused on what you are doing each day.

For those of you who stopped, it is not too late to rethink your goal and get back on the plan. Remember you had some initial desire for change, don’t give up.

For those of you who did not set goals, hopefully you see that all of your life is about goals and priorities and I hope this helps.


I love this Glenn - it's only the 18th and you're ALREADY coming at us hot with an accountability check!

Jan 18, 2013

Don't want too much time to pass. Thanks for feedback. See you in a few weeks

Jan 18, 2013

Comments 1 - 2 of 2

You must be logged in to comment

Login Create an account

Add your comments:


Glenn Pasch's Recent Posts

Related Posts

  • Creating a Culture of Communication

    Great Communicators Have Meaningful Conversations Creating a culture of strong communication can make or break your dealership.  And great communicators just seem to have a way with people. Strong leaders understand the importance of good communication for building strong partnerships and are able to authentically connect with customers.  People gravitate toward people who are good communicators when it’s time to get information. Good communicators master the art of reading people, and understanding what’s driving their interaction. Meaningful Conversations Matter Today’s consumers and employees crave communication and are looking for meaningful interactions in the marketplace. According to Mashable, 83% of people do online research before buying a car, with 81% of consumers being less likely to purchase from an aggressive salesperson. We’ve all learned authenticity is key when connecting with individuals in today’s fast-paced world, so how do you help your sales p...Read post

  • What Are You Doing to Reach Mobile Customers?

    There’s no doubt that people are in love with their phones.  As a result, memes and jokes constantly circulate the Internet about how some people no longer participate in “normal” activities because they simply can’t put down their phones. People aren’t reading newspapers anymore - at least not in print - and they’re fast-forwarding through commercials. So where are they? You guessed it. On their phones.    In a recent article on, a respected publication that covers the global digital ecosystem: digital marketing, media and commerce, it was reported that 2015 is “a benchmark year for ad spending in the US, as mobile surpasses desktop spending for the first time.”     In fact, eMarketer estimates that mobile will account for almost 52 percent of all digital spending by the end of the year. It attributes the shift to consumer demand and estimates that adults spend almost 3 hours per day on “nonvoice activities” on mobile devices – 1.5 hours...Read post

  • Hiring Diverse Sales Stars - 3 Easy Steps

    The fastest path to increased sales is to match your sales staff to your clients. All consumers want to do business with companies that most resemble their community. A type of neighborhood feeling. Matching to the community can be having someone on staff that speaks a second language for clients that are more comfortable using a native tongue. Some dealers in very diverse cities have as many as 40 languages spoken in their showrooms. Gender and racial diversity can also have a large impact on customer comfort level. Potential clients that come in to your store may not need to specifically deal with a person of their race or gender, but they feel better about doing business with a company that employs people that are like them. So a woman coming in to a showroom is fine being helped by a man, but would be more likely to purchase from a dealership that has a representation of women in its showroom floor. With the obvious benefits of hiring diverse staff, why aren't dealers hiring from different community bases? The answer is simple, we like candidates that are most like ourselves. The same principal that makes selling easier with a diverse showroom, makes it harder to hire with diversity.Read post

  • Second Chance Money

    How many of us out there are losing out on a second chance to sell the job? You would be surprised what a Thank You letter with a coupon can do for your business 10 to 20 days after the customer has visited your store. I have been using these declined services letters for quite some time now. Currently we are averaging over $250 per RO with the system we have in place. I have used many vendors to send the letters. I also have tried it internally, but not with much success. Recently we have expanded the process using an email and a letter. I would imagine it will all be email in no time. My first question to all of you is, what works best for you? Are you using key words, labor ops or do you just have someone sorting through your ROs and pulling the clients out manually? Also, what are your road blocks? My personal one is getting my advisors to input the correct key words on a regular basis. Yes, we all know that is how they get paid, but you know what I’m talking about. Another key...Read post

  • In Praise of a Balanced #AutoMarketing Strategy (It's about more than your website)

    I’ve made people that I actually like and respect very angry with me because I’ve questioned their belief system. No, not their religion; their belief that developing their primary website – at the expense of almost all other digital marketing – is a laudable goal. They even have data to back up the argument, but I will argue that their analysis of the data is fundamentally flawed for a couple of very important reasons – Reason Number One – Automotive is not ecommerce. They analyzie the data as if they were analyzing an ecommerce site and that will inherently lead them astray. Let’s look at the ecommerce model for moment; everything must eventually funnel into the primary website to sell the product – to gain the conversion. With automotive that is not the case. With automotive, everything must eventually funnel into the physical dealership – not the digital one. Let’s face it, we’ve been talking about the website as being the ‘Digital Showroom’ for so long t...Read post

  • Communication: Keys to Dealership Success

    Communication Drives Dealership Success When you think of all the things that go into making your dealership a success, communication ranks at the top of the list. In fact, without good communication—both inside the dealership and with your customer base—you’ll likely suffer unnecessary losses in sales, employees, and customers. And while it’s one of the most integral pieces to your success, great communication can also be one of the most difficult things to achieve. Why? Because your dealership is a complicated machine with many constantly-moving parts, and that makes it tough to ensure everyone stays on the same page. The goal of any great businessperson is to communicate well with those in our professional circles, however, it’s common for everyday issues to get in the way of delivering clear, concise messages to everyone who should receive them. George Bernard Shaw once said, “The single biggest problem with communication is the illusion that it has taken place.” C...Read post

  • CreditMiner Launches VISOIQ™ Enabling Auto Dealers & OEMs to Make Data Driven Decisions, With or Without Credit Pre-Approval

    CreditMiner™, the automotive industry’s only Real-Time Pre-Screen and Pre-Qualification solution for automotive dealers, today announced the addition of VISOIQ™ to its full suite of data offerings. This proprietary database of over 200 million consumers allows auto dealers to obtain critical financial and behavioral data, whether the consumer has applied for credit, or if a pre-screen or pre-qualification has occurred. This non FCRA data gives OEMs and dealers unique consumer insight which can be used to greatly improve engagement. VISOIQ relies on CreditMiner’s proprietary algorithms to create consumer mosaics from data such as home ownership; income; length of time on job; occupation; education level; primary household language; previously bought new or bought used; wealth score and asset scoring. Triggers such as newly married/divorced/widowed/retired; current vehicle owned; as well as in market purchase triggers allow dealership staff to know not only who they are talking to, but how to engage them in the buying cycle. This data set is unparalleled in the industry. Read post

  • AutoAlert Study Highlights Risk to Future Vehicle SAAR Growth without Shortening the Trade Cycle

    According to the latest U.S. vehicle registration data analysis by global market intelligence firm IHS, length of vehicle ownership continues to increase, hitting another all-time high average of 67.9 months – nearly 78 months for new vehicles and 63 months for used vehicles. This is more than a two year length of ownership increase for all vehicles since 2006. "How long a consumer holds on to their vehicle has a direct impact on the SAAR and is a key performance indicator of the overall health of the auto industry," said AutoAlert CEO Brian Skutta.  "To put this in context, the lengthening ownership lifecycle is resulting in consumers buying fewer vehicles over their lifetime giving dealers fewer opportunities to sell them cars if you wait for them to come to you."             "How long a consumer holds on to their vehicle has a direct impact on the SAAR (Seasonally Adjusted Annualized Rate of auto sales) and is a key... In order to gain direct insight...Read post