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Bryan Armstrong

Bryan Armstrong e-Commerce Director

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Failure to plan leads to rash action

All across the Country, in fact probably in Dealerships everywhere, a similar scene has played itself out today: Call every un-sold Customer we’ve had all Month, bump all Trades to get a New retail unit, take that loser deal because we need those last few cars, get an update on every non-funded deal, call emergency C.I.T. meetings, whip the B.D.C. into a frenzy….

So after this madness and mayhem of erasing Thousands of Dollars of profits in an attempt to get deals funded and volume up, the same vow will be made tomorrow: “We need to stay on top of this stuff throughout the Month so we don’t have this B.S. next Month.”

Didn’t you say that LAST Month, and the Month before?

If this in no way pertains to you, great, but I’ll bet we can all see something that is applicable.

The false sense of Urgency created at the end of each Month is born of the very real desperation created by a failure to inspect your processes every day. The end of the Month can be much more pleasant when it’s just “going for extra gravy” rather than a futile last-ditch effort to force into being that which could have been cultivated daily.

Luckily tomorrow is a new Day, a new Month and an opportunity to get it right. You don’t have to have a Title to be a Leader. So when are you going to TAKE ACTION?

 

Bryan Armstrong

@bryancarguy

Jim Bell
Nicely said Bryan. That is one thing that a lot of employees miss out on. I know that our sales managers know what they have to do on a daily basis in order to hit their goals. Too many salespeople miss this also. Always come in with an attitude as a salesman, "what can I do to sell a car today and is what I am doing now getting me closer to the sale?" Plan plan plan and then you will have success.
Bryan Armstrong
Thanks Jim. Those seemingly innocuos momements of idleness add up over a Month's time. Work to win Daily and you will achieve success.
Brady Irvine
Bryan, this is wonderful. There is nothing more stressful and annoying than trying to salvage a month in the last few days. (while everyone else is trying to do the same, causing a nightmare in finance) In January we had a program end in the middle of the month, it wasn't nearly as good as doing it daily, but it was nice to have that "month end" in the middle of the month. When the smoke cleared on the 17th I had as many deals as I've been averaging in a month with 2 weeks to go. Starting today, I'm going to try the daily thing. It might cut down on my coffee drinking, but it's worth a shot.
Hunter Swift
Like always, great article Bryan. Another example of what you are talking about that happens often at the end of the month with salespeople when they don't ever want to have a bad month, so once they do ok, they sandbag until the next month. Its like they are afraid if the push and succeed, then they wont have anything left for next month. But the ones that do, often are the ones that are the most successful!
Chris Costner
Great points Bryan. There is no better way to keep on top of everything you pointed out than on a daily basis. Our morning manager meeting consists of: CIT's, BDC appointment recaps (past, present, future) and recent spot deliveries. Everyone knows it will be covered and keeps everyone on top of it. I can definitely say our month end sales days and closeouts are very smooth.

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