It’s been 60 days.
Like many, you went to the NADA Convention determined to find the one thing that was going to make a difference in your Dealership this year. You had every intention of making changes and doing something different. You gathered information and then cataloged it. You even made a list of your Dealerships Managers and their responsibilities and revised their Goals based on the new information and training you were about to provide them.
You were ready for…
ContinueAdded by Leonard Buchholz on March 29, 2014 at 9:12am — No Comments
In every Dealership there is a desk. And behind that desk sits someone who has the responsibility to increase Profits.
In Fixed Ops, this person is called the Service Manager.
Typically (when I go into a store that is not profitable), I find the person sitting behind that desk working on everything not related to increasing Profits while believing that they are working on everything related to increasing Profits.
I call it the “Theory of Un-relativity” and it goes like…
ContinueAdded by Leonard Buchholz on March 26, 2014 at 6:18pm — No Comments
With the emphasis on increasing RO count through the manufacturer’s initiatives in regards to Quick Lube, Express Service, Fast Oil Change or whatever you call the 30 minute oil change in your Dealership, you would think that RO counts would be going up.
In some instances, yes they are. There is no doubt that these programs have resulted in more traffic into some stores in some cases.
But, in many stores, even with the advent of the “30 Minute Oil Change” marketing push and…
ContinueAdded by Leonard Buchholz on March 20, 2014 at 10:08am — No Comments
In every dealership that I visit that is struggling with increasing Sales per Repair Order, performing a walkaround is the area that the Advisors do not do well, if at all.
Recently, I was observing a service drive when a customer pulled up in a car and the advisor looked up from the desk and and said "Oh, look...she is just sitting there." And for the next 3-5 minutes, the advisor…
ContinueAdded by Leonard Buchholz on March 17, 2014 at 3:04pm — No Comments
Here is a simple way to make more every month.
It's called the "6 Steps to Happy Bank Deposits" and it goes like this.
1st, write down what you make per month…
ContinueAdded by Leonard Buchholz on February 5, 2014 at 10:46am — No Comments
During the analysis and evaluation we conduct prior to starting a training program the question of ethics and standard business practices we train on usually requires some explanation. In other words, Dealer Principals and General Managers want to hear from us that we conduct our training programs ethically and professionally.
If I were to stand in a room full of Dealer Principals and ask "Who in here believes that the best way to take care of a customer is to sell extra or un-needed…
ContinueAdded by Leonard Buchholz on December 27, 2013 at 12:59pm — No Comments
An excellent and valuable article by Andy Rachleff - President & CEO at Wealthfront Inc.
Over the past few weeks, I have noticed a significant difference in the way older and younger people see the importance of experts. It’s a classic generation gap.
People in…
ContinueAdded by Willis Williams on December 14, 2013 at 12:00pm — 1 Comment
Helpful…or Professional…which of these sound better?
If you are like a lot of Dealers and General Managers hiring “helpful” people always seems to be the right call. The belief is that you can develop someone into becoming a Professional. While I don’t disagree with this practice, what I find all across the country is the opposite of helpful or Professional.
Because we train all across the country, we have exposure to every make and model of vehicle in every kind of Dealership,…
ContinueAdded by Leonard Buchholz on November 19, 2013 at 8:07pm — No Comments
Increase Gross Profit, Increase Net Profit, Control Expenses, Increase Sales.
Chances are you have been living those four financial principles since you became the owner or GM. And if you are a service manager reading this, you have been the willing champion of the preceding 4 financial cornerstones to dealership success.
How does it make you…
ContinueAdded by Leonard Buchholz on September 3, 2013 at 4:14pm — No Comments
Resignation Letter
To: Dealer Principal
From: Fixed Operations Net Profit
Reference: Fixed Operations Gross Profit Resignation Letter
Dear Dealer Principal,
It has come to my attention that Fixed Ops Gross Profit has resigned effective immediately. Without the continued support of Gross Profit I cannot continue to be effective in the performance of my duties while adding funds to your Profitability. (not to mention your bank…
ContinueAdded by Leonard Buchholz on August 22, 2013 at 12:26pm — No Comments
Resignation Letter
Date: Effective Immediately
From: Fixed Operations Gross Profit
To: Dealer Principal
Dear Dealer Principal,
It is with great regret that I must submit this letter of resignation effective immediately.
Although we have worked together over the past few years I don’t feel I can contribute to your bottom line anymore. It has been a great experience and I wish you and all of your dealership team the best.
I am quite…
ContinueAdded by Leonard Buchholz on August 21, 2013 at 11:31am — 9 Comments
Webinar back by popular demand!!
How Service Advisors KILL Customer Retention hosted LIVE by Jeff Cowan!
Tuesday, Aug 27th at 8:00AM PST / 11:00AM…
ContinueAdded by Jeff Cowan on August 12, 2013 at 1:44pm — No Comments
Service is an "elbow to elbow" people business. As I (we) have traveled and observed so many Dealership Service Operations, there is still one overriding factor that every Customer Service Organization must understand and adhere to. This is people business.…
Added by Leonard Buchholz on November 15, 2012 at 9:04am — No Comments
It is an age old diametrically opposed argument. On one side, we have technology. On the other side, we have personnel.
I can't sell anything without a great Multipoint Inspection.
I can't sell anything without a professional Sales Process.
I must have both in order to be effective.
In recent years there has been a migration to technology because we…
ContinueAdded by Leonard Buchholz on September 12, 2012 at 10:30am — No Comments
Added by Jim Mahoney on July 20, 2012 at 7:43am — No Comments
Employees are the life of any organization. We spends hours recruiting, screening and interviewing them. After we have hired them, we spend more time training, coaching and monitoring them.
And when it's all said and done, we like to think that we have contributed to the Dealership's future and had a hand in weaving the very fabric of that Dealership.
And in every Dealership…
ContinueAdded by Leonard Buchholz on July 11, 2012 at 10:37am — 4 Comments
A traveling salesman had come to the end of a long day and was very hungry. He had not made many sales and was feeling a little frustrated with his results. He decided to stop and get something to eat and mull over his next step.
He stopped in town, parked on Main Street and looked around. He found two restaurants side by side. Above each there was a sign.
The one on the left said “Food, more…
ContinueAdded by Leonard Buchholz on June 25, 2012 at 1:29pm — 8 Comments
Every Coaching session can be effective if you follow certain steps to improve your chances of a Successful outcome.
There is one word that is critical in determining the outcomes. That word is "Specific." There is an old saying that goes like this. "The more specific you are the better your results" and…
ContinueAdded by Leonard Buchholz on June 6, 2012 at 8:57am — No Comments
Added by Leonard Buchholz on June 3, 2012 at 10:39am — 3 Comments
“The difference between genius and insanity is paper-thin.” Old Japanese proverb.
There is an inherent truth in that statement. How many times have you said to yourself “That’s crazy!” about something someone did only to find out…
ContinueAdded by Leonard Buchholz on June 1, 2012 at 11:12am — No Comments
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