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From: Jared Hamilton
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Exclusive Blog Posts

Maintain Service Excellence in the Recovery

Maintain Service Excellence in the Recovery

Undoubtedly, most of the population understands that businesses need to adapt to the ‘new normal’ during the COVID-10 recovery. Between ple…

How To Maintain Your Online Presence During Unknown Times

How To Maintain Your Online Presence During Unknown Times

Maintaining your social presence is key during times like these.  More important now than ever, is to make sure to keep your brand positive, though…

Phone Scripts Still Work. Stop Excusing Poor Phone Skills.

Phone Scripts Still Work. Stop Excusing Poor Phone Skills.

There’s more to a quality phone script than just words written down for your dealership to follow. A quality phone script aims to help coach your dea…

KPI Cafe Season 6: All Things Fixed Operations

KPI Cafe Season 6: All Things Fixed Operations

I've never been more excited to launch a season of the KPI Cafe than what we'll release starting on Friday, July 10th. We are going to have a robus…

Personalization for dealer websites

Personalization for dealer websites

What is everyone doing to better personalize your dealer website for each visitor? Interested in feedback on what approach to personalization has worked…

Recent Comments

Allan Chell
Consumer Purchase Drivers Have Changed

Allan Chell  When it comes to technology systems dealers really need to be in-the-know, not just assume the conversion numbers they're seeing are correct. A recent example is a dealer group that assumed their appraisal win ratio was converting at 24 to 27 percent. After actually including and tracking "EACH & EVERY Appraisal" their win ration was found to be only 16 to 18 percent. Then by using the appraisal systems analytics and reporting tools they were able to tighten up their online and in-store appraisal processes and move the win ratio up to an actual 24 to 27 percent. Simple adjustment but a big impact on the bottom line.  

ellena famin
MDP 033 | NADA: National Automobile Dealers Association

ellena famin    Hey, I am Ellena Faming I am a tech enthusiast and part time blogger. It would mean the world to me if you visit my website. I live with my brother in London  United Kingdom, he is very friendly we both are  good writers and gamer. Click the link and visit my website. https://www.wibidata.com/best-drawing-tablet/  

Mandie Baker
Habits and Success

Mandie Baker  I feel like having a positive outlook and attitude are key factors for developing good habits.  I try to be upbeat and happy even when I want to throw a computer.  Positive attitudes are just as contagious as negative.  

Jason Volny
The Do’s and Don'ts of a Performance Review 

Jason Volny  @Tim_Deherty We put a lot of our forms and examples on DrivingSales.com blogs. I'm sharing a link with you to one of the homework assignments that our Master Class participants use to build scorecards for different job roles. They're at the bottom of the blog. You should be able to download worksheets, examples, and benchmarks. Once you take a look at the assets provided, let me know if you would like to register for a FREE Master Class, starting July 22. We will give you step-by-step instructions on how to build scorecards and implement the Performance Review process in your organization. You will have access to our platform that will allow you to implement and manage this process in your organization. We'll be with you over the course of 8 weeks. By the time you're done with the Master Class, your team will have had 2 Performance Reviews, and you will have 3 Performance Reviews to let us and you know if you have mastered the process.  As a bonus, there are 4 other processes that you will be learning: Career Pathing, Training and Development, Task and Project Management, and New-Hire Orientation. Feel free to call me if you have questions or concerns. 801.403.8092 https://www.drivingsales.com/bart-wilson/blog/master-class-homework-packet-scorecards-and-performance-reviews

Tim Doherty
The Do’s and Don'ts of a Performance Review 

Tim Doherty  @Jason_Volny Do you have a forms library? I'm curious to see those, first. Thanks!

Derrick Woolfson
How to Pay Your BDC Team

Derrick Woolfson  @Sandy, you raise a good question/concern. I should have clarified that more in the article. Each state has its own "laws" pertaining to the "salary" amount should the employee be salaried. In that, if the employee is not paid a certain annual amount - to your point - it can land you (the dealer) in hot water. The main premise for this article was to outline the notion of "paying hourly" does not always make sense. If you paid enough salary wise it can be mutually beneficial. Now, where I have a different perspective is "paying" an hourly rate or salary without any sort of commission. Depending on the "commission" plan, someone who is highly motivated is not "capped," and can earn more depending on his/her performance. Where dealers struggle with this pay model, however, is having an overall lack of consistency when it comes to the "processes" behind the plans, and/or "total" opportunities for the BDC agent to earn commission on. Namely, if a dealer - let's say - cuts their ad spend by "X" amount, it can and will have an impact on total "lead volume." And if the BDC Agent has to hit "X" amount of "shown"/"sold" appointments to hit their commission, this could cause for mutual frustration. Especially considering what the average set, show, and sold rates are, no? 

Sandy  Zannino
How to Pay Your BDC Team

Sandy Zannino  This is an interesting article.  I would be remiss if I didn't comment my warning regarding the advice about pay plan structure for BDC and urge any dealer who is looking at this to consult with your HR professional and perhaps labor attorney.  Why?  Seems simple right?  A common misconception that just putting someone on "salary" means that you don't have to pay them overtime.  This simply isn't true.  The overtime exemptions are very specific and BDC does not fall into one of those exemptions.  Therefore BDC reps would be eligible for overtime. With that in mind--the overtime calculation is often misunderstood as well and any commissions, bonus' etc MUST be added into the calculation for "regular hourly rate".  Yes, you read that correctly.  A wage and hour audit by the DOL is no fun and can cause an employer to loss exemptions they ARE qualified for sometimes.  Another alternative is to create a pay plan based on average total income and pay that hourly rate, no bonus/commission--build in increases based on performance.   OR keep the commission and do not allow overtime.  It was actually a wage and hour suit 20 years ago that was the defining moment in my career.  The dealer lost because of lack of knowledge not bad intent.   #protectingprofits 

Jason Volny
Building a Professional Training Plan for Your Store

Jason Volny  @Shaun and Heather. I apologize for the late response to this one. By now, I hope you participated in the Career-Pathing live training module and have learned now to break up the training into bite-size pieces for your employees. Building a training schedule is to help you identify organizational gaps and train the whole team. Look at your department as a whole and ask yourself, where do I see weakness and opportunity in the four factors: process, skills, product knowledge, and temperament? 

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