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Discussing "Pay Plans", Commissions, Bonuses (And WHY) Inside an Automotive Internet Sales 20 Group - Sean V.…

Addy's Harbor Dodge in Myrtle Beach, SC has just jumped into the top 5 of all Dodge dealers in the US.  It just shows that having the right programs, the best managers and top sales people, will make great things happen.  We are pleased at this great dealer's success and even more thankful that we have been along for the entire ride.



When we first came to Addy's they had 8 sales people and were doing average numbers.  Rod Ricciardi had just become the GM and brought with him a…

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, 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 one of my few…

Just because your store is one of the more popular brands, that doesn't mean you are guaranteed success.  Having the right sign up is no promise that customers will beat down your doors.  And the  right ads or killer Internet presence still doesn't make profitability a sure thing.  Without a key ingredient, even the best of the best will fail.

  …

The following article is authored by, and reprinted with permission of, Kenneth Shilson, founder and president of the National Alliance of Buy Here, Pay Here Dealers. 

Franchise dealers enter 2012 with many of the same challenges they have faced for the last 24 months: a) excess facilities; b) needing more vehicle sales; c) declining credit scores of their customers; and d) tougher credit approvals from financing subprime sources. In response, many are looking at…

While the majority of my time is now spent trianing new salespeople, I still get to work with experienced teams on occassion.  I enjoy this break, especially during this time of year.  It's always easy to get new people to set high goals becasue they're still excited about their new career and want to make a great impression.  Getting veterans to set goals is more like trying to get a college student to be done with a major paper BEFORE the night before!

As an expert in human personal…

After more than a few weeks on the road, I needed a haircut.  I've been blessed (or cursed) with a full head of hair that grows very fast.  I am not all that keen on having my hair cut in spas, salons, etc.  But I do admit that going to the franchise Sports Clips is fun in a manly way.  You get to watch ESPN and they give you a massage after your cut.  And, I really like the hot towel on my face.

Because it's my birthday this month, I received an email from Sports Clips reminding me…

Winter 1982.  I was the F&I manager for a Chrysler, Plymouth, Jaguar, Deloreon dealer. (One of my better career moves.)  It was also a time that was very troubling for Chrysler.  They had gotten their loan (bailout) from the government and had cut back on their field support.  We got the memo that some of each dealership staff would volunteer for the New York Auto Show.  Each of us would have to go to the city and spend two hours at the Chrysler booth. (And we still had to pay for our…

This is my first day back after a five week road trip.  I had the priviledge of working with some top dealers to help them staff their sales team with trained recruits.  But, that can also be a curse if the dealer simply sends them on to the floor, wishing them luck, adn hoping for the best.  My job and that of many of my colleagues at other companies is to help new people build a solid foundation for each of the dealers to build upon.  In other words, I am only the beginning.

When…

When you think about all that goes in to creating a professional in the auto industry, what comes to mind?  Usually things like, training, dedication, persistence, confidence and motivation come to mind.  All of these are important and valuable components essential for any professional, but they can't be effective without the one element that ties it all together.  You have to care.  Smarter people than I have…

When you are working a deal, how do you direct your sales people?  Do you insist they follow your steps to the sale?  Regardless of whether you have 8, 10 or even 12 steps, you have a specific process to increase the chances of success in selling and retaining that customer for a long time.  So, why don't you do that when…

Each week I am involved in some type of training with dealers.  The vast majority of the time it's in helping recruit and train new sales people to help round out a sales floor.  But, every now and then I get to work with "experienced" sales people.  Every session begins exactly the same.  I discuss goals.  When I do, you can almost hear the eyes rolling back into their heads.  I begin by asking the same question - "What do you want to earn this year?"

Usually I get a range…

Do you know the one thing that happens before 100% of the closes salespeople succeed at?  If you discover that secret, you'll see an increase in your own closing ratio, or in your ability to drive your sales staff to repeating successful months over and over.  The real beauty is, once you discover the secret, you have it.  It becomes yours to use any time you need it.

This powerful secret will also work to help you improve yourself, increase your skills and develop your team…

Last week I was busy leading a class of new salespeople through our 21st Century Sales Program(c) and as with all of my classes, one or two students always emerge as leaders but, not always the ones you'd think.  There are the ones who are eager to participate, but they aren't necessarily the leaders.  Others seem to know the answers to all the questions, but that may not mean leadership.

The ones that stand out are often in the background.  But, if you recognize them, you…

That's a tough question.  It can put many people on the spot and get others thinking, perhaps to reeavluate life's priorities.  Maybe, as we end the week, this is a bit to tough a topic even for those who participate.  For those of us who served in the military, the answer is as simple as we do it for our country.  Now that we're civilians, perhaps the answer changed.  At this point in my life, the list is short - My father and mother, my son and daughter, and my best friend since I was 2…

You've just gotten comfortable at the dinner table.  The food looks great and it's one of the rare occassions where the whole family is there.  The conversation is interrupted by a ringing phone and on the other end of the line, "Good evening, my name is_______ and I hope I haven't interrupted anything but I have some fantastic news about your eligibility for  more insurance coverage..." 

How excited are you about calls like that?

Yet, if you have a family, a…

In 1982 I had the biggest blessing ever in the car business.  "Bruce" hired me as a sales person.  Bruce was the GM of a small Ford store in NJ and I was still finding my way around the business.  All I knew for sure was that I wanted to be a sales manager.  At that time, I couldn't tell a good one from a bad one but I still wanted to be one. …

Over the years, I've had the privilege of spending time with some of the best speakers, trainers, and mentors on this planet.  Many of you know that I count Jim Zieglar as a friend.  We've known each other since the mid 90's and he has always gone out of his way to help me, encourage me and on rare occassions even ask me a question.  Through it all, it's always been fun and educational.

I've been able to spend quality time with Mr. Les Brown and listen to his advice as I was…