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Add You - Are You in the Car Business? Stop Fixing the Same Problems
How do you market an auto detailing shop? Well a couple of years back I was giving a speech at a College to some business students who appeared to be considering going on to get an MBA and so I posed this exact question to them you see?I told them to write down their answers and the winner would receive a free car detail from our local franchisee. I got a lot of great responses and many were your typical type answers, such Cable TV, Yellow Page Ads and Money Mailers. The first two are okay, but costly and we are really looking for maximum penetration and low cost. The money mailer is good if you specifically target high-end clientele wealthy area zip codes, but indeed on gentleman Mike Saunders won the free detail as
HOW DO I FIX THE PROBLEM?
Write down every item that comes to mind that might be causing the problem.
Analyze why you feel that way about each of the items.
Think about what might happen should you decide to change something.
Plan a course of action that will deliver the desired results.
WHAT STEPS DO I NEED TO TAKE?
Inform the concerned parties about what needs to change and what the benefit will be.
Lay out your plan of action and make certain the responsible parties fully understand it and what their role will be.
Set a schedule to accomplish the task and stick to it.
Create a method to measure your progress against the objective.
Hold yourself accountable for the results.
HOW DO I MEASURE THE RESULTS?
Look at your travel rate and gross, compare to previous periods.
Look at each item that creates sales. #of UPS, Demo, Wri
Networking is an art that will eventually lead to more business. You cannot take the process lightly; if you want to succeed you must constantly connect with others.Everyday you see people, talk to people, stand in lineups, buy goods and services. Each one of these people you interact with could lead to more business. My husband is always talking to people in lineups. As a matter of fact, some people do not like it but most of the time you can meet some really interesting individuals. The point of talking to strangers is to find out what they do. Do not talk about yourself, connect through their interests. If you don’t find a business connection, then at least you have become acquainted to another person in this world
IDENTIFY THE PROBLEM
1. We are selling enough, the gross isn’t high enough.
2. We are making gross, we aren’t selling enough.
WHAT IS CAUSING THE PROBLEM?
1. We aren’t asking for gross while working the deal.
2. We ask for gross and get it, we need more customers.
HOW DO I FIX THE PROBLEM?
1. Mark the cars up (used cars), start every deal from sticker minus ACV (new cars)
2. Advertise more
WHAT STEPS DO I NEED TO TAKE?
1. Re-price the used car inventory, pencil every deal from sticker minus ACV
2. Talk the GM into increasing the ad budget to drive traffic
HOW DO I MEASURE THE RESULTS?
1. Simple answer here, look at your travel and gross and compare to previous performance
Some of your responses in this exercise may be close to these. It looks pretty simple. It might even cure your immediate problem. Until we learn to change our thinking, however, the cure will be short term and eventually we will be right back in this situation.
IF YOU ARE COMMITTED TO A SIGNIFICANT CHANGE IN WHAT IS HAPPENING YOU MUST ALSO BE COMMITTED TO A PROCESS THAT WILL ENSURE THE CHANGE IS BENEFICIAL AND LONG LASTING
WHAT IS CAUSING THE PROBLEM?
Is it your attitude about the competition, their pricing methods and advertisements?
Your mindset regarding what is going on in the market has an impact on how you pencil your car deals. Because you are in the car business you are more sensitive to and pay more attention to radio, television, billboard and print ads. Never make the assumption your customers pay that same kind of attention.
Have you established, in writing, what your objective is for both unit sales and gross per unit?
Telling yourself you need to make more gross isn’t a written objective. Write down and share with your fellow managers what you expect in terms of sales and gross. Hold yourselves accountable.
Have you kept accurate records so you will know how many ups you see each month and what the result with each was?
Without the ability to track your business you will achieve inconsistent results. How many customers are falling through the cracks due to lack of follow-up, not re-looking at each opportunity or not being aware they were in your store?
Have you kept accurate records so you will know how many ups and what the results were for each of your salespeople?
Have you identified areas of needed improvement in your salespeople? It is much easier if you are tracking their performance and reviewing it on a constant basis.
Have you analyzed how many salespeople you need in order to be effective and sell the number of units you desire?
Take an honest look at your staff. Set performance objectives for them. Hold them accountable.
Have you analyzed your inventory in order to ensure you have enough stock and the proper stock?
Do not assume anything. Inventory management is critical. It must be sufficient to create the numbers you forecast and must be the right stuff. Look at it every day.
Have you analyzed your traffic to determine the effectiveness of your advertising?
Spending your ad budget just because money is allotted to it is not going to be the best use of your money. Do you have a method established to determine what is bringing your customer to the dealership?
Is your management team fully trained in order to be effective?
Does everyone know what their part in increased sales and gross is? Look at the numbers that measure the effort and effectiveness of management.
Have you established a policy concerning penciling deals for gross?
Is your sales force fully trained in the skills they need to be effective?
Without the proper skills it is hard to do the proper job. How is their product knowledge? Are your sales training efforts effective and beneficial?
How often do you conduct training devoted exclusively to holding gross?
Do you get the GM and GSM involved in the training?
HOW DO I FIX THE PROBLEM?
Write down every item that comes to mind that might be causing the problem.
Analyze why you feel that way about each of the items.
Think about what might happen should you decide to change something.
Plan a course of action that will deliver the desired results.
WHAT STEPS DO I NEED TO TAKE?
Inform the concerned parties about what needs to change and what the benefit will be.
Lay out your plan of action and make certain the responsible parties fully understand it and what their role will be.
Set a schedule to accomplish the task and stick to it.
Create a method to measure your progress against the objective.
Hold yourself accountable for the results.
HOW DO I MEASURE THE RESULTS?
Look at your travel rate and gross, compare to previous periods.
Look at each item that creates sales. #of UPS, Demo, Writ
Whilst family, friends and other easily identifiable contacts are a good place to start your networking efforts, sooner or later you will need to extend yourself beyond your familiar surroundings and look to attend relevant meetings and/or events.In many ways, the type of meeting or event that you choose is not particularly important. If your hobby is old model trains, and someone advertises an ‘old model train meeting and exhibition’ you are obviously likely to meet lots of people who might become good network contacts. However, this is likely to be the exception rather than the rule.In most cases, meetings or social gatherings of people will be much more general affairs and ones that can only be broadly ‘qual
HOW DO I MEASURE THE RESULTS?
1. Simple answer here, look at your travel and gross and compare to previous performance
Some of your responses in this exercise may be close to these. It looks pretty simple. It might even cure your immediate problem. Until we learn to change our thinking, however, the cure will be short term and eventually we will be right back in this situation.
IF YOU ARE COMMITTED TO A SIGNIFICANT CHANGE IN WHAT IS HAPPENING YOU MUST ALSO BE COMMITTED TO A PROCESS THAT WILL ENSURE THE CHANGE IS BENEFICIAL AND LONG LASTING
WHAT IS CAUSING THE PROBLEM?
Is it your attitude about the competition, their pricing methods and advertisements?
Your mindset regarding what is going on in the market has an impact on how you pencil your car deals. Because you are in the car business you are more sensitive to and pay more attention to radio, television, billboard and print ads. Never make the assumption your customers pay that same kind of attention.
Have you established, in writing, what your objective is for both unit sales and gross per unit?
Telling yourself you need to make more gross isn’t a written objective. Write down and share with your fellow managers what you expect in terms of sales and gross. Hold yourselves accountable.
Have you kept accurate records so you will know how many ups you see each month and what the result with each was?
Without the ability to track your business you will achieve inconsistent results. How many customers are falling through the cracks due to lack of follow-up, not re-looking at each opportunity or not being aware they were in your store?
Have you kept accurate records so you will know how many ups and what the results were for each of your salespeople?
Have you identified areas of needed improvement in your salespeople? It is much easier if you are tracking their performance and reviewing it on a constant basis.
Have you analyzed how many salespeople you need in order to be effective and sell the number of units you desire?
Take an honest look at your staff. Set performance objectives for them. Hold them accountable.
Have you analyzed your inventory in order to ensure you have enough stock and the proper stock?
Do not assume anything. Inventory management is critical. It must be sufficient to create the numbers you forecast and must be the right stuff. Look at it every day.
Have you analyzed your traffic to determine the effectiveness of your advertising?
Spending your ad budget just because money is allotted to it is not going to be the best use of your money. Do you have a method established to determine what is bringing your customer to the dealership?
Is your management team fully trained in order to be effective?
Does everyone know what their part in increased sales and gross is? Look at the numbers that measure the effort and effectiveness of management.
Have you established a policy concerning penciling deals for gross?
Is your sales force fully trained in the skills they need to be effective?
Without the proper skills it is hard to do the proper job. How is their product knowledge? Are your sales training efforts effective and beneficial?
How often do you conduct training devoted exclusively to holding gross?
Do you get the GM and GSM involved in the training?
HOW DO I FIX THE PROBLEM?
Write down every item that comes to mind that might be causing the problem.
Analyze why you feel that way about each of the items.
Think about what might happen should you decide to change something.
Plan a course of action that will deliver the desired results.
WHAT STEPS DO I NEED TO TAKE?
Inform the concerned parties about what needs to change and what the benefit will be.
Lay out your plan of action and make certain the responsible parties fully understand it and what their role will be.
Set a schedule to accomplish the task and stick to it.
Create a method to measure your progress against the objective.
Hold yourself accountable for the results.
HOW DO I MEASURE THE RESULTS?
Look at your travel rate and gross, compare to previous periods.
Look at each item that creates sales. #of UPS, Demo, Wri
Invitations can be as simple as a postcard or as elaborate and intricate through greeting cards. No matter which print medium you wish to choose, any important celebration goes hand in hand with a charming and engaging invitation.Invitation printing can be the most finicky errand when planning for your party, be it baby showers, engagement parties, anniversaries or birthdays. Why do we fuss so much about the invitations is not as complex and daunting to comprehend.Invitations serve not only as a formal request. It is an observed tradition that indicates the significance of the recipient’s attendance. It communicates this sentiment that is important in dealing with personal affairs.Other than this, it hel
Telling yourself you need to make more gross isn’t a written objective. Write down and share with your fellow managers what you expect in terms of sales and gross. Hold yourselves accountable.
Have you kept accurate records so you will know how many ups you see each month and what the result with each was?
Without the ability to track your business you will achieve inconsistent results. How many customers are falling through the cracks due to lack of follow-up, not re-looking at each opportunity or not being aware they were in your store?
Have you kept accurate records so you will know how many ups and what the results were for each of your salespeople?
Have you identified areas of needed improvement in your salespeople? It is much easier if you are tracking their performance and reviewing it on a constant basis.
Have you analyzed how many salespeople you need in order to be effective and sell the number of units you desire?
Take an honest look at your staff. Set performance objectives for them. Hold them accountable.
Have you analyzed your inventory in order to ensure you have enough stock and the proper stock?
Do not assume anything. Inventory management is critical. It must be sufficient to create the numbers you forecast and must be the right stuff. Look at it every day.
Have you analyzed your traffic to determine the effectiveness of your advertising?
Spending your ad budget just because money is allotted to it is not going to be the best use of your money. Do you have a method established to determine what is bringing your customer to the dealership?
Is your management team fully trained in order to be effective?
Does everyone know what their part in increased sales and gross is? Look at the numbers that measure the effort and effectiveness of management.
Have you established a policy concerning penciling deals for gross?
Is your sales force fully trained in the skills they need to be effective?
Without the proper skills it is hard to do the proper job. How is their product knowledge? Are your sales training efforts effective and beneficial?
How often do you conduct training devoted exclusively to holding gross?
Do you get the GM and GSM involved in the training?
HOW DO I FIX THE PROBLEM?
Write down every item that comes to mind that might be causing the problem.
Analyze why you feel that way about each of the items.
Think about what might happen should you decide to change something.
Plan a course of action that will deliver the desired results.
WHAT STEPS DO I NEED TO TAKE?
Inform the concerned parties about what needs to change and what the benefit will be.
Lay out your plan of action and make certain the responsible parties fully understand it and what their role will be.
Set a schedule to accomplish the task and stick to it.
Create a method to measure your progress against the objective.
Hold yourself accountable for the results.
HOW DO I MEASURE THE RESULTS?
Look at your travel rate and gross, compare to previous periods.
Look at each item that creates sales. #of UPS, Demo, Wri
When you put the bid together, one of your most important pieces of documentation was the Project Management Plan. This document will be your bible from now on, in particular the programme plan, which will take the form of a bar chart or similar and which you will probably want to pin onto the wall of your office. This will show you the state of the project at a glance, including all the important dates and milestones, especially payment milestones. If your plan was formulated using detailed activities for each milestone, you will need to check with the milestone owners that these are still valid. If you didn’t use detailed activities, you might want to start now. I firmly believe that the secret of successful Project
Have you analyzed your inventory in order to ensure you have enough stock and the proper stock?
Do not assume anything. Inventory management is critical. It must be sufficient to create the numbers you forecast and must be the right stuff. Look at it every day.
Have you analyzed your traffic to determine the effectiveness of your advertising?
Spending your ad budget just because money is allotted to it is not going to be the best use of your money. Do you have a method established to determine what is bringing your customer to the dealership?
Is your management team fully trained in order to be effective?
Does everyone know what their part in increased sales and gross is? Look at the numbers that measure the effort and effectiveness of management.
Have you established a policy concerning penciling deals for gross?
Is your sales force fully trained in the skills they need to be effective?
Without the proper skills it is hard to do the proper job. How is their product knowledge? Are your sales training efforts effective and beneficial?
How often do you conduct training devoted exclusively to holding gross?
Do you get the GM and GSM involved in the training?
HOW DO I FIX THE PROBLEM?
Write down every item that comes to mind that might be causing the problem.
Analyze why you feel that way about each of the items.
Think about what might happen should you decide to change something.
Plan a course of action that will deliver the desired results.
WHAT STEPS DO I NEED TO TAKE?
Inform the concerned parties about what needs to change and what the benefit will be.
Lay out your plan of action and make certain the responsible parties fully understand it and what their role will be.
Set a schedule to accomplish the task and stick to it.
Create a method to measure your progress against the objective.
Hold yourself accountable for the results.
HOW DO I MEASURE THE RESULTS?
Look at your travel rate and gross, compare to previous periods.
Look at each item that creates sales. #of UPS, Demo, Wri
HOW CAN YOU GET PAID SOONER?How can you avoid being the involuntary banker for slow-paying customers? This is a frequent issue in our Business Group meetings. Here are ideas from the last such discussion:1. Get a merchant account. Have people pay you by credit card as soon as work is done. If people pay you monthly, enter their card number into your system, so you’ll bill them automatically. This costs you a couple of percentage points, but you get your money right now. It’s amazing the large amounts that businesspeople put on their cards! They want to build up their miles. We recently put a “shopping cart” on our website so that customers can enter their credit card data by themselves. They may end up buying
HOW DO I FIX THE PROBLEM?
Write down every item that comes to mind that might be causing the problem.
Analyze why you feel that way about each of the items.
Think about what might happen should you decide to change something.
Plan a course of action that will deliver the desired results.
WHAT STEPS DO I NEED TO TAKE?
Inform the concerned parties about what needs to change and what the benefit will be.
Lay out your plan of action and make certain the responsible parties fully understand it and what their role will be.
Set a schedule to accomplish the task and stick to it.
Create a method to measure your progress against the objective.
Hold yourself accountable for the results.
HOW DO I MEASURE THE RESULTS?
Look at your travel rate and gross, compare to previous periods.
Look at each item that creates sales. #of UPS, Demo, Write-up, Sold, Delivered and see what they are telling you.
USE THIS METHOD EVERY TIME YOU SEE AN AREA WHERE YOU CAN IMPROVE …… ANYTHING LESS IS A TEMPORARY FIX
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