Jun 20, 2019 | Magazine Article
OVER THE PAST SIX MONTHS, more than 500 parts people have attended the Dealer Institute’s Parts Counter Sales Training Program. Attendees have ranged from people who had only been on the job a few weeks to seasoned veterans with over 30 years’ experience. When we...
Dec 20, 2018 | Magazine Article
AT A DEALERSHIP, just like any business, there are two critical things required to survive: 1. turn a profit 2. generate cash Yes, many other things are important, including customer experience, employee morale, safety, marketing, and branding, to name a few. However,...
Dec 20, 2018 | Magazine Article
Last fall at a national dealers’ meeting, a manufacturer announced that its dealer network would be reimbursed for warranty service travel expenses. The reimbursement will be for service truck fees or mileage when a technician is traveling to a warranty service job....
Oct 21, 2018 | Magazine Article
As many of you know, time is one of our most precious and expensive resources. Calculate how much it costs the dealership to keep you employed per hour. Then do the same to determine the cost to run the dealership per hour. Research suggests that we lose 25 – 30...
Oct 20, 2018 | Magazine Article
HAVING BEEN PRIVY to many dealers’ thoughts and beliefs about peer groups, I thought it was time to chime in on the pros and cons of being in a group. In my role as a consultant and trainer, which includes facilitating peer groups, it is apparent there is a...
Jun 21, 2018 | Magazine Article
“Are you nuts?” That was the reaction I received when I proposed the idea of selling our equipment dealership. My partners, all in their thirties, were shocked. By their reaction, it was obvious that they were not clear on the reasons behind the suggestion....
Apr 20, 2018 | Magazine Article
“I just don’t know what to do.” This is a common comment from the calls we are receiving. These calls come from department managers, salespeople, branch managers, dealer principals – every position in the store. The underlying message – they are just lost on what to...
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