Garry House
  • Male
  • Jupiter, FL
  • United States
  • Garry House and Associates Co.
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Garry House's Discussions

Why Should We Incentivize Behavior?

Started this discussion. Last reply by steven chessin Dec 3, 2014. 9 Replies

In the retail automotive business the traditional sales compensation plans have been developed to incentivize results. But we know that, if our salespeople habitually perform and flawlessly execute…Continue

Tags: Compensation

Are YOUR managers trained to capitalize on the changing Used Vehicle Business? Are YOU “netting” all that you should be in this critical Operating Department?

Started Oct 20, 2011 0 Replies

If you answered “No” to either of these questions, consider enrolling in one (or both)of the November classes in Used Vehicle Management, offered and presented byNCM Institute. For details, call…Continue

 

Garry House's Page

Latest Activity

William Phillips and Garry House are now friends
Jan 9
Garry House posted a blog post

It’s Your Choice to Change!

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 dealers carry the same…See More
Jan 9
steven chessin replied to Garry House's discussion Why Should We Incentivize Behavior?
"Jay Leno summed-up this issue nicely talking about his 1930's Bugatti. He said it comes from an era when human effort was cheap and technology was expensive so that servicing the car then for hours per week didn't matter. Today,…"
Dec 3, 2014
Garry House replied to Garry House's discussion Why Should We Incentivize Behavior?
"Steven... I would have worked with the salesman to compose a letter advising his customers how excited he was to be now at your dealership. I would then have instructed the salesperson to begin mailing 20 letters per day, followed in four days with…"
Dec 3, 2014
steven chessin replied to Garry House's discussion Why Should We Incentivize Behavior?
"To answer your question - the salesman did own his records from many stores over a 25 year period. He came to me his first week and I had some concepts  - primarily a mailed holiday card announcement to his new office. INCENTIVE is a…"
Dec 2, 2014
Garry House replied to Garry House's discussion Why Should We Incentivize Behavior?
"Steve... Thanks for your participation in this discussion! What gave the veteran salesperson (and the dealer principal) the impression that the database belonged to the salesperson, rather than the dealership? Was it the "possession is 9 points…"
Dec 2, 2014
steven chessin replied to Garry House's discussion Why Should We Incentivize Behavior?
""a 12-unit salesperson should deliver a minimum of 6 units per month as a result of self-generated prospecting activities. Gary - If a store has a professional prospecting process that salesmen can participate in absolutely.I met…"
Dec 2, 2014
steven chessin replied to Garry House's discussion Why Should We Incentivize Behavior?
"David - 100% on the money. But yes there are some excellent database mining techniques available. I have one client now that has been in business for 15 years and does not even have a CRM !!  I explained a plan to him to build his database into…"
Dec 1, 2014
David Ruggles replied to Garry House's discussion Why Should We Incentivize Behavior?
"It costs a LOT more to find and attract new customers than to retain the ones you already have.  Yet, how many dealers do justice to their orphan owner base?  Is there a plan?  Usually there isn't.  How many dealerships…"
Dec 1, 2014
steven chessin replied to Garry House's discussion Why Should We Incentivize Behavior?
"Garry & Paul This is brilliant stuff that I should chime-in on.    ---    As a BDC Director I developed what you would call a combination "Save-a-Deal" ( 30% ) &"Make-a-Deal" ( 70%…"
Dec 1, 2014
Paul Sansone Jr replied to Garry House's discussion Why Should We Incentivize Behavior?
"I agree that our compensation plans need to be used as a means to reward and alter the behavior of our sales staff but I also believe in the KISS (Keep It Simple Stupid) method of management. The behavior I like to incentivize is the number of…"
Dec 1, 2014
Garry House's discussion was featured

Why Should We Incentivize Behavior?

In the retail automotive business the traditional sales compensation plans have been developed to incentivize results. But we know that, if our salespeople habitually perform and flawlessly execute all of the activities proscribed within our process documentation, the results will take care of themselves! Why then wouldn’t it be a great idea to find ways to incentivize these folks to continually exhibit the behavior necessary to accomplish those results-producing activities, rather than…See More
Dec 1, 2014
Garry House posted a discussion

Why Should We Incentivize Behavior?

In the retail automotive business the traditional sales compensation plans have been developed to incentivize results. But we know that, if our salespeople habitually perform and flawlessly execute all of the activities proscribed within our process documentation, the results will take care of themselves! Why then wouldn’t it be a great idea to find ways to incentivize these folks to continually exhibit the behavior necessary to accomplish those results-producing activities, rather than…See More
Dec 1, 2014
Garry House's blog post was featured

Three Chances to Sell in Service

This article was written by Steve Hall and was originally published on the NCM Institute Up to Speed blog. Do you ever consider how many chances you get to sell to a service customer? What I’m talking about isn’t tactics, but rather the opportunities to gain a sale, or additional sale every time a customer reaches out to your service department. The way that I see it, you have three…See More
Oct 11, 2014
Bob Sloan left a comment for Garry House
"please forward your new phone number - will touch base either later this week or next when I get back from out of town.   Bob"
Oct 8, 2014
Garry House and Carol are now friends
Oct 8, 2014

Profile Information

Which best describes you?
Vendor Partner
What company do you work for (or own)?
Garry House and Associates Co.
What is your current position within your organization?
President - Owner
What is your company website?
http://garryhouse.com
What is your Facebook page/URL?
http://facebook.com/garry.house
What is your LinkedIn page/URL?
http://www.linkedin.com/in/garryhouse
How did you specifically hear about dealerELITE? If referred, who?
Chris Seraceno
Not everyone gets approved for DealerELITE. To maintain the integrity of DealerELITE, tell us what you will have to offer once a dealerELITE member?
I have been a retail automotive industry professional since 1965, and I'm still learning as much about the business as I'm teaching.

Garry House's Blog

It’s Your Choice to Change!

Posted on January 9, 2015 at 11:54am 0 Comments

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

Are Win-Win-Wins Possible in the Dealership World?

Posted on September 25, 2014 at 10:30am 0 Comments

This article was written by Robin Cunningham and was originally published on the NCM Institute Up to Speed blog

thumbs up

Is it just me, or does it seem like so much of what we take for granted in life is a zero-sum game?…

Continue

Three Chances to Sell in Service

Posted on September 11, 2014 at 10:30am 0 Comments

This article was written by Steve Hall and was originally published on the NCM Institute Up to Speed blog

sell-service

Do you ever consider how many chances you get to sell to a service customer? What I’m talking about isn’t tactics, but rather the opportunities to gain a sale, or additional sale every time a customer reaches out to your service department.…

Continue

What to (Not) Expect When You Are Expecting (Success)

Posted on September 4, 2014 at 10:30am 0 Comments

This article was written by Steven Banks and was originally published on the NCM Institute Up to Speed blog

dealer laptop

Have you ever prepared extensively for a certain event only to be caught off guard by an unanticipated circumstance? Maybe you prepared for a recital, fully expecting a Tchaikovsky piece to come out of your fingers but mid-recital a contact lens…

Continue

Comment Wall (5 comments)

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At 2:29pm on October 8, 2014, Bob Sloan said…

please forward your new phone number - will touch base either later this week or next when I get back from out of town.

 

Bob

At 4:43pm on March 17, 2011, Keith Shetterly said…
Hi Garry!  Thanks for adding me as a friend.  Have we met?  You look very familiar.  Did you used to do the 20-Group briefings for DeMontrond in Houston?
At 4:02pm on March 17, 2011, Adrian Rudik said…
Gary House rocks!
At 3:59pm on March 17, 2011, Donald E. Braemer said…

Gary

    Thanks, you are also a mentor and a leader that I look up to.

                                              Don Braemer

At 12:24pm on March 1, 2011, Stan Sher said…
Thanks for connecting.
 
 
 

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