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Jared Hamilton
From: Jared Hamilton
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Brady Irvine

Brady Irvine Marketing Guy

Exclusive Blog Posts

Click-to-Call [Infographic]

Click-to-Call [Infographic]

  Most dealers understand the importance of making it easy for customers and prospects to find contact information. Websites often have prominent &…

Quick Tips for Improving Dealership Culture

Quick Tips for Improving Dealership Culture

Car dealers have a terrible reputation. It's such a negative experience for so many that people are electing to make a major purchase like a vehicle fr…

The Biggest Mistake Dealers Make When It Comes to Customer Retention

The Biggest Mistake Dealers Make When It Comes to Customer Retention

Jim Roche is the Divisional VP of Marketing & Managed Services at Xtime. We asked him to tell us the biggest mistake he sees dealers making today when …

Is 2018 the Year of Customer Convenience?

Is 2018 the Year of Customer Convenience?

It seems that every year has a theme attached to it in terms of where dealerships’ focus will be. Which themes or buzzwords will dominate 2018? We…

Upcoming Webinar: Show with Your Showroom, Sell with Your Website

Upcoming Webinar: Show with Your Showroom, Sell with Your Website

Today's customers walk into your showroom better-informed than ever before. Because they've done their research ahead of time, 89% walk into t…

Dealership Nightmares: Are You Making This Mistake With Your Advertising?

If you aren’t familiar with the T.V. show Kitchen Nightmares I’ll give you a brief rundown…

Basically, owners of soon to be failed restaurants call in Super-chef Gordon Ramsey to spend a week helping turn things around and restore the business to profitability.  Week in and week out the show follows the same format…  First the owner tells their story, and provides the details of how bad things have gotten.  Then Chef Ramsey shows up, looks around, orders a few items off of the menu, meets the owners/staff and inspects the kitchen.  By the end of the show (and lots of fireworks) Ramsey has given the restaurant a “makeover”, a new menu and a dining room full of satisfied customers before he rides off into the sunset.

So what does this have to do with the car business?

Well, the most frustrating thing about the show (which I am admittedly addicted to) is that within seconds of showing the owner complaining about how horrible the business has become, and how much money they owe, and how they are weeks away from losing everything, they cut to Chef Ramsey telling them how bad the food is, followed by several minutes of the owner ARGUING with (and complaining about) Ramsey, saying he’s an idiot and he doesn’t know what the hell he’s talking about.   Half the show is Ramsey fighting to make the owner understand why it needs to change.

This resistance to change is what reminded me of the car business…

For example, do you know any salespeople who complain about a lack of floor traffic but disappear when you suggest they pick up a phone and call some orphan or previously sold customers?

How about a manager that paces around the showroom during slow times and barks at everyone to “sell something” but won’t change the advertising one bit from “what we’ve always done”?

Obviously resistance to change isn’t limited to restaurants and dealerships, and being DrivingSales members you are on the lookout for the best practices our industry has to offer, but it might not hurt to remind your people that when you have control over the input, you can’t complain about the output.  If they keep getting bad results you may want to be open to change.

Jim Bell
Good reminder to all of the managers in the industry and to try to make something happen in a different way than any of the other industries.

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