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Every Month it seems that all across the Nation in Dealerships everywhere two things happen nearly simultaneously:
In short, there is discordance and a lull in urgency. Since most consumers begin their research Months in advance, those that didn’t take advantage of that “Month End” deal yesterday still need to be followed up with today. “How do I keep my Store oblivious to the Calendar?” becomes the question.
Though we may never totally eliminate this issue, one of the ways to lessen its impact on your Store’s performance is to change your Month end pay dates.
Almost every Store I’ve ever been in has some type of Team or rotating personnel schedule and a Monthly Bonus or spiff program tied to performance. By simply having one Team’s bonus configuration period run from the 15th to the 15th each Month, you will always have ½ your Store striving to “Finish Strong”.
Since we pay on the bonus from the prior Month on the 20th, there is always one Team that will know where their numbers are about 2 weeks before the other but whether it’s breeding competition for this Month or next, at least it’s not stagnation.
At least it’s a 50% reduction in “Finish-Line Syndrome”.