Ask Questions, Make Plans.

Planning is something we have been doing for years. But we are all beginning to realize
the marketplace is changing day by day. Some businesses are planning ahead 90 days
that gives them a timeline. Even then changes still are being made for movement.

Writing a plan can lead you to success. Pardon the cliché...
If you don't have a plan you are planning to fail.

At least write business plans that are obtainable and make sense. The plan must
include both an advertising  budget and an education budget. Keep a close rein on inventory floor plan. Too high flooring has led to dealership failure. But I have never
seen a dealerships go out of business because of too little inventory.

In order to make successful plans, evaluate some of these questions.

What activities are your sales teams doing to drive your business appointments?

What are your master ratios?

What kind of advertising venue is driving your walk-in traffic?

The answers your business team gives will tell you that further education may be needed.
Where your advertising dollars should be spent. Get in tune with the customers, ask questions. If what you are doing isn't working, ask your manager for more input. Remember the key is to always ask questions.

Lean times present opportunities for dealers to review and evaluate
the performance of an employee, when doing so he or she must keep
in mind the "3 Ts" which are training, transfer and terminate. If ones
performance is due to lack of education, then provide education and
discuss your expectations regarding performance.

Make sure you are clear about production and processes to be followed.

Also monitor progress. Everybody likes to know their progress and hear how well they are
doing from senior management. This would be an opportunity for dealers to clarify what is expected from every position.

More coming next month....