Garry House's Blog – August 2012 Archive (5)

From the NCM Institute Blog: OTDB Measurement and Management - Part Four

It’s time for a continuation of the mini case study focused on the objectives established and challenges faced in building processes to develop, measure and manage OTDBs in the operating departments of an NCM client automotive dealership group. In our article titled OTDB Measurement and Management – Part Two, published on March 20, 2012, I discussed the structure of the vehicle sales department and the general expectations that we defined and communicated to the members of the sales…

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Added by Garry House on August 30, 2012 at 12:31pm — No Comments

From the NCM Institute Blog: Can Your Managers Lead Your Automotive Dealership Forward?

In an NCMi Leading Your Dealership to Success course that I taught in April, I made three “punch-in-the-nose” statements in my introductory comments that were related specifically to the retail automotive industry:

  1. Most (a lot more than 50%) auto dealership employees give…

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Added by Garry House on August 21, 2012 at 2:55pm — 2 Comments

From the NCM Institute Blog: Do You Know What You Don't Know?

That probably sounds like a funny question, but it’s a very important one to those of us on the NCMi faculty.  Many times our instructors have had managers show up for a class, some unwilling, who think they have been around the block enough times to be able to teach it themselves. However, low and behold, those same managers will leave the class with knowledge and understanding they didn’t realize they needed. The concept behind the question is that we all learn to master skills in…

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Added by Garry House on August 17, 2012 at 9:30am — 1 Comment

From the NCM Institute Blog: How Many Vehicle Sales Prospects Are in Your Service Department?

It’s probably because of my college training in industrial engineering, but I’ve always been fascinated and challenged by trying to define any meaningful relationships between “opportunities to do business” (OTDBs) and sales results. After a half-century of experience in the retail automotive business, I’ve concluded that there truly are consequential metrics associated with selling both vehicles and service at an auto dealership. 

For instance, do you know how many good vehicle sales…

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Added by Garry House on August 14, 2012 at 6:15pm — No Comments

From the NCM Institute Blog: How Should You Pay Service Advisors?

At last week’s semi-annual meeting of NCM’s divisional directors, 20 Group moderators, Retail Operations consultants, and NCM Institute faculty members a good discussion developed around the topic of Service Advisor Compensation. The common questions that several on our staff were seeking answers for were as follows:

  1. Has there been any significant change in advisor compensation…

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Added by Garry House on August 7, 2012 at 2:44pm — 2 Comments

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