CDK's purchase of Auto/Mate may create a major disruption in the dealer management system (DMS) industry. Here is our take. DOWNLOAD
“It’s a game changer.” You’ve heard that phrase before, right? It’s the go-to saying, the most uttered words by vendors all across the industry. Are you heading to NADA this week? I guarantee you’ll hear it there.
There I was, listening to the keynote speaker at DMSC, Todd Durkin, CEO of Fitness Quest 10 and trainer for professional athletes everywhere. I was stoked. I’m a huge health and fitness fan and was really looking forward to a motivational speech on how to better myself and better my life. And then, he said it. Right out of his mouth boomed the words, “This is a game changer.” I was shocked! Of course, he was referring to something that had to do with committing to a healthful lifestyle, but I immediately felt like he was selling me something.
Durkin spoke about committing to these goals and purposes in your life to lead a better life. And that’s when it hit me. The similarity between what Durkin is selling me about better fitness for a better life and what vendors sell dealers about using their products for a better business is the commitment to it. If you’re not working the product, it’s not going to work. You need to be committed to it to help it help you. It’s just like living a healthy lifestyle – signing up for the personal trainer won’t help you lose weight; you actually have to put the effort and energy in to burn the calories. Signing your name on the dotted purchase line doesn’t transform your business in itself. You have to work the product to get the results.
Even if you have, at some point, put effort into your products, you can’t become complacent. Durkin spoke about the 8 forms of wealth, including familial, spiritual, career, and physical. Adventure was one of those forms, too. As I started to think back on my own life, I realized that what I’ve done in the past doesn’t provide credit toward my goals now. Sure, I’ve climbed Mount Kilimanjaro in Africa and gone scuba diving in the Great Barrier Reef, but that doesn’t make my life adventurous now. You have to continue to put effort into the area in which you want to succeed; just like you need to continue to put effort into the products you have in place to help your store processes. Products are always changing and upgrading and you need to stay committed to working its success so it can help build yours.
As you approach NADA, keep in mind that the success of the products you’ll get pitched depends not only on the service provider and their support, but the effort you’re willing to put in to make it work for you.