Notifications & Messages

Jared Hamilton
From: Jared Hamilton
Hey - It’s time to join the thousands of other dealer professionals on DrivingSales. Create an account so you can get full access to the articles, discussions and people that are shaping the future of the automotive industry.
×
Glenn Pasch

Glenn Pasch Chief Executive Officer

Exclusive Blog Posts

Women in the Dealer Workforce: Where We Are & Where We Can Go

Women in the Dealer Workforce: Where We Are & Where We Can Go

It’s no secret that women make up a small portion of the dealer workforce and turnover among women is high. By not attracting and retaining women in the …

Car Subscriptions - Q and A with Bill Playford

Car Subscriptions - Q and A with Bill Playford

I had the chance to interview Bill Playford about car subscription services, and how they're going to change the marketplace. Take a look what this ins…

Be The Exception

Be The Exception

How brilliant marketers find and follow what makes their stories different in a world full of average content DrivingSales is excited to announce th…

Keeping Up with the Joneses in Quick Lube

Keeping Up with the Joneses in Quick Lube

More than half of all sales customers will abandon your dealership’s service department in the first year. It’s a widely varying statistic &nda…

It Has Never Been Easier To Be Average

It Has Never Been Easier To Be Average

It has never been easier to be average. This post was written by Jay Acunzo, who will be speaking at the upcoming DrivingSales Executive Summit in Octob…

Got my Big Data: Now What

Big Data: Management Strategy

 

Over the past few weeks, articles I have read and some recent events I have attended have been focusing on the theme of “Big Data.”

Multiple authors and speakers discussed how the need for big data was coming in many industries so that owners could manage their businesses more effectively. The comments ranged from utilizing this data in terms their website analytics to provide a better experience for their visitors.

We saw data for social engagement, customer behavior, website lead forms, and even for a customer’s total online experience.

We also heard the argument that data for data’s sake was just adding more information on an already overloaded business owner.

What to do? Who to believe?

My feeling is that data is important. But inherently there are challenges that businesses face. For instance, many industries do not have common standards as to what each metric means for their business.

In terms of a website, words like conversion, impression, click, visitor etc. can mean different things to different people. Companies can make data sound great because they are funneling it through what they want those numbers to say so they can showcase their efforts.

Big Data should take away the emotional aspect of running a business. I recently saw Billy Beane, GM of the Oakland Athletics, speak about how he would not watch the games because he did not want how he felt about a player influence decisions he may have to make based on the metrics he was using.

I agree. I have been guilty of this myself. I have heard myself make allowances for an employee’s performance because I know about their personal issues.  One of the best lessons I learned was to cover up the person’s name, look at the results, and then make my decision. Then uncover their name and see if my decision would change. Try it next time. It is enlightening.

But more importantly for me is that “Big Data” or ANY data without a process for action is a waste of time and energy.

What are you going to do with the data? How is it impacting what you are currently doing and how will this new information change your process of doing business.

If we see that more people are going to the website, do we adjust spending on some other part of your marketing? Would an increase in one department mean more staffing, training, etc.? If you see efficiencies in your distribution or delivery mechanism, are you changing the process to reflect this?

Too many companies go with the “hope” factor when change comes.

Here is a list of items you should look to address when looking at Big Data:

  1. What does the data tell us?
  2. What does it mean in terms of what we are currently doing?
  3. Does it have any impact on process?
  4. If so, what does it mean?
  5. How will this be rolled out?
  6. How will this be implemented?
  7. What training needs to happen?
  8. What accountability measures need to be put in place?
  9. How will we monitor this in the future?

All of this has to happen or big data becomes a big pile of nothing on the desk of leadership.

Let me know your thoughts.

Glenn Pasch is the current COO of PCG Digital Marketing as well as a writer, National Speaker and Trainer. Glenn will be speaking at the upcoming Digital Marketing Strategies Conference in Orlando FL. February 5th-7th prior to NADA. 

Kevin McMillen
Great job Glenn. One point I would also make and I'm sure you have insight on it is this. Many dealers change from product to product trying to get results and in fact typically change fast like within months or after one year. Here is the problem with that. As you state the data is different and the data changes so its very hard to get true big data unless you stick it out and challenge your vendor when you have questions. Big data is just that, big datasets that are consistent. Thanks for sharing your insight and for leading our industry.

 Unlock all of the community & features  Join Now