As Business Managers, we are all probably aware of the fact that we essentially have two directives…protect and produce. We conduct our business transactions, faithfully adhering to legally compliant, ethical practices protecting the house from exposure to criminal and civil penalties. This, all while providing our Guests the opportunity to take advantage of that which […]
Examining that the overwhelming majority of what we offer in the Business Office is intangible, it’s no wonder we have to be on cue with our message, when working with each of our Guests. Let’s face it, paper contracts aren’t glamorous, they don’t have that “new car smell”, and you can’t drive them around the […]
I have been extremely fortunate, in my travels, to make the acquaintance of some remarkable folks…many bright, talented individuals who each bring a great deal to the party, if you will. A very successful Dealer Principal, for example, once shared with me that, “folks will forget about what you say and they’ll forget about what […]
We have seen it countless times, over the years. A new Salesperson joins the team and is motivated by hope for gain. They may not know much more than the very basics…be nice, ask a few questions, and listen a lot! Their lack of product knowledge may even prevent them from speaking too much, because […]
More than a few years ago, as a Salesman, I would commonly field a Guest’s question, “Erik, what do you think about those extended warranties?” The response was always the same. “Guys, the best way I can reply to that, is to say that, I will NOT sell a vehicle, to a family member, without […]
Field work provides plenty of inspiration for my training tips. I have wanted to tackle this topic for a long time, but found it difficult to formulate a process to help our teammates in the Service Department. Fortunately, a Business Manager friend of mine was able to show me the way. Therefore, the credit for […]
Let’s think outside of “the box”, if you will, for a moment. How may we further the cause of efficiently communicating all of the benefits, with our Guests, of taking advantage of our VSC offerings to protect their investment? We’ve all heard (and I certainly believe in) the adage that the Sales Department sells the […]
Our colleagues are our Internal Customers; each of them is as important as anyone we’ll see today. Be that as it may, the Sales/Finance relationship is regularly strained, regrettably, as Business Managers have all experienced deals brought back missing information, however basic and commonly required. Also, with more regularity, we’ll have a deal jacket handed […]
To be sure, I fully supported and recognized the efforts of my sales staff. Been there and done that. Plenty of pairs of shoes were worn out obtaining an understanding of the challenges they regularly face. Having said that, I also recognize that salespeople (of which we are all) are motivated by one of two […]
At my old dealership of nearly 2 decades, we did all of the new car deliveries on the showroom floor. Being inside, it wasn’t long before I began to notice a trend that grabbed my attention. The deliveries were taking a really long time. We’re talking 40-455 minutes, or more, typically. Not only that, but […]
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