As the director of e-commerce for multi-franchise automotive groups, I often gets requests from dealers looking for direction on how to efficiently run multi-franchise, multi-rooftop dealerships efficiently and in a way the maximizes all profit opportunities.
Obviously, it takes a sizable amount of organization and planning to run multiple rooftops, but you'll see that many of the philosophies I follow lend themselves to every size dealership, including independents. In this blog, I will share tactical advice on running a sales operation that is going to put you and your team in the optimal position to win. I'll cover everything from hiring to tracking results, re-organizing and staying motivated. "Key Objectives" Can Your Entire Team Recite These? I'm going to start with something rudimentary, but which a surprising number of people within organizations fail at and that is being able to clearly articulate the organization's key objectives and goals. These objectives need to come from the top down and if a sales team, in particular, cannot recite these objectives it's management's fault. If anyone working in your dealership comes to work and does not have these objectives at the forefront of their minds, and in infused in everything they do all day long they may as well go home.
Here they are, every day, we need to focus on these key objectives:
Selling more vehicles
Making higher gross
Achieving higher CSI scores
Improving your service and part business
Gaining more marketing share
Finding more new customers
Keeping current customers happy
That's it. All activities that your team is engaged in everyday at the dealership should be in line with those key objectives. If there is a decision to be made the answer needs to be "will it help achieve these key objectives."