It was in late 1987, and I was conducting an in-dealership workshop focused on Financial and Operational Planning and Controls. I was describing an F&I process that I had recommended to increase service contract penetration, when the general manager said, “We used to do that.” In response to his statement, I asked, “Did it work?” “Absolutely,” he answered. I was tempted to say, “Then why did you stop doing it?”, but I was new to the consulting business and didn’t want to risk offending…Continue
A majority of us in the dealership consulting community, together with many client-dealers to whom we provide services, have long recognized a need for changes in salesperson compensation plans. The traditional plans which have been employed over the last several decades no longer effectively match the operating strategies being implemented in many dealerships today, particularly in those stores that are committed to “market-based pricing” their new and used vehicles on the Internet. This…Continue
On December 31st, noted marketing consultant Dan Kennedy published an article titled “Change is a Matter of Choice.” He began his message by stating that now is the time when millions of people make utterly empty New Year’s resolutions. He went on to say, “the truth is, most are empty of resolve all year long,” and although I hate saying it, this phenomenon is far more prevalent than it should be within our great community of retail automobile dealers.
Way too many…Continue