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Ron Henson

Ron Henson Director, Dealership Strategy & Development

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Resolving to Keep Resolutions for a Healthy Dealership

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As a new year approaches and everyone is thinking about resolutions, I humbly offer the following list as possibilities for Dealership Operators:

 

 

  • Resolve to sell more from stock rather than managers arranging dealer trades all day long.  Are you ordering the correct New Car inventory if dealer trades are a daily activity?
  • Resolve to hold your sales staff accountable for product knowledge on your product as well as key competitors.  (Manager’s responsibility)
  • Resolve to find the balance between holding respectable gross on new cars and maintaining world class CSI. Remember: CSI = Customer Supplies Income
  • Resolve to assure that your Variable Ops departments and Fixed Ops Departments work as a team. 
  • Resolve to have the GM or Dealer Principal personally complete a physical inventory monthly.  Your flooring source will love this!
  • Resolve to commit to a sustained and consistent training program for your team.  Daily training = A Healthier Bottom Line
  • Resolve to tell your Admin Team how much you appreciate them at least once a week.
  • GM’s and DP’s: Resolve to work the desk, the parts counter, the service drive, and YES, the wash bay at least once per quarter.  Amazing things happen when the Head Honcho rolls up his sleeves and gets in the trenches.
  • Resolve to commit to Digital in your sales, training, advertising, service business, EVERYTHING!  The dealers who cast their nets where the fish are (Online) are the ones who will thrive in market share in 2015.

 

As a long time car guy myself, I certainly don’t presume that I have all of the answers to market share dominance.  However, some of these may be a step in the right direction.

Happy New Year!

Lauren Moses
Ron great read.... Typo mistake on the last point though...We'll be in 2015. All of these are great point though. We were just talking about the dealer trades and how much they can be reduced and aren't necessary (most of the time). Merry Christmas and a Happy New Year!
Ron Henson
Hi Lauren, Thanks for the edit catch. All fixed. Dealer trades used to be the bain of my existence! They are a time suck and a headache!
Lauren Moses
Exactly. I can understand that there are some situations where they are absolutely needed and sometimes beneficial. BUT, I like to avoid them at all cost. I was just talking yesterday with one of the guys about a limit of say, 1 dealer trade per 10 vehicles sold (unless absolutely needed or it's beneficial for us). We have one salesman that it seems every customer he wants us to locate, and sadly he is our dealer trade specialist, but yet he makes rookie mistakes like leaving (or GIVING) the location of the vehicle we are going to pick up to the customer.
Chris K Leslie
You should include something that is Physically related to health too. It could potentially help in all the other aspects you have listed above. =! )
Crazy Eddie Isenburg
Am I correct in thinking that within your corporate website there exists a relevant report of what the "take" rates are of all options, colors, body styles are? This one tool will tell you:A. What is being stocked around you.B. What is turning around you.Most importantly as the model year comes to a close... if you've been tracking this throughout the year you'll know what to order in July/August to have a hot close to the year.The big key here is knowing if you are taking the right steps to implement this strategy. Here's the obvious answer to this riddle. You end up getting more calls from dealers looking for your inventory than you make wanting theirs.

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