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From: Jared Hamilton
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Bryan Armstrong

Bryan Armstrong e-Commerce Director

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Finish-Line Syndrome

Every Month it seems that all across the Nation in Dealerships everywhere two things happen nearly simultaneously:

  1. Salesmen breathe a collective sigh of relief from the huge end-of-Month push and start trying to calculate their paychecks and bonus amounts.
  2. Managers try and keep people focused on getting the new Month started and familiarize everyone with the new advertising and incentives.

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”.

 

Bryan Armstrong

@bryancarguy

Jared Hamilton
fantastic advice. Have you seen it play out in stores? Id love to hear any feedback from those who have.
Bryan Armstrong
Yes, we utilized this exact strategy at Tim Dahle Nissan with good results. Both Teams benefitted by the naturally occuring spike in traffic each Dealer experiences at the chronological end-of-Month, and one Team CREATED the same urgency mid-month. Accounting liked it as well as bonuses and spiffs paid out were done WELL after the Month had closed, making it easy to see compensation percentages.
Rob Fontano
Great Idea Bryan! The Internet Team would be ideal for a 15th through 15th bonus plan.
Rob Fontano
Great Idea Bryan! The Internet Team would be ideal for a 15th through 15th bonus plan.
Rob Fontano
Great Idea Bryan! The Internet Team would be ideal for a 15th through 15th bonus plan.

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