July 1, 2018 – the 1st half of the year is in the books. Do you want the 2nd half to be the same as the 1st?
Creating a Game Plan, A Road Map, a definite Work Plan for the month is a way to design your outcome.
You examine your mix of sales, are their segments such as used trucks you may be missing opportunities? You look at the sources of opportunities – Floor/Phone/Internet Social Media/Repeat/Referral. You take into consideration the working days, the amount of opportunities you have for the upcoming month. These are factors we consider when we project for the upcoming month.
As you build your forecast, look for the opportunities you may have missed, maybe only 1 or 2 used and you feel a growth opportunity lies here. And, FORECAST in small increments, 10% over previous month. But remember, a GOAL is MANDATORY so whatever you forecast – you accomplish. Then the following month another 10% and then another 10%. By December you will have grown your sales by 60%. What would a 60 increase in sales do for your income?
If you have questions or would like a copy of my “Forecasting Worksheet”, call or drop me a note.
6633 Buckhorn Tr * Loves Park, IL 61111 * (815)978-5038 * firstname.lastname@example.org
This is a video I prepared that addresses:
- Changes and more changes taking place in the automobile dealerships today.
- All the various areas I work with in dealerships to help with the Internet challenges.
- The techniques I use when working with dealerships that make me unique and describes why my processes work.
Please take the time to view and if I can help – please contact me.
Now if you are a friend or an acquaintance, I am sure you are driving which means you purchased a vehicle from a dealership – please forward to them and help me find a few new clients.
This is from a recent (12/21/17) webinar and what the presenter felt the future BDC/Internet would look like.
“Begin with the end in mind?” So let’s start with a few very important questions.
1. How much profit will you make in 2016?
2. How many new units will you sell in 2016?
3. Per month?
4. By model?
5. Ave. G.P. per model?
6. How many used units will you sell in 2016?
7. Per month?
8. Ave. G. P.?
9. F. & I. per new per used?
10. How much service business / G. P. / Effective labor rate???
11. Per month
12. How much parts business / G. P. / all profit areas???
13. What expenses items do you need to watch in 2016?
14. By month / by department?
15. Are you going to include department managers in watching those expenses? If so, HOW?
You may have noticed I didn’t ask: “How much profit do you WANT to make in 2016. The reason is it’s about planning, preparation, accountability, ownership.
About 2 months ago I started sharing with my clients one of the “keys” I feel that will need to be improved in 2016 is Leadership and coaching skills. For many of my clients I provided video sessions from some of the BEST Leadership trainers available today.
About a month ago I asked many of my clients to start creating a: “Game Plan for 2016”. I helped them layout month-by-month sales for 2015 and then asked them to project 2016 again month-by-month.
I asked them to begin improved manager meetings to include managers in these GOALS, to include them in identifying expense items that needed addressing in order to hit the profit objective. We designed sheets for the individual managers to use so we could create TEAMWORK to attain these GOALS. The design of the sheets was also to improve “peer pressure”, (team communications) similar to not wanting to be at the bottom when you attend a 20-Group meeting.
2015 is ending up top be a very good year for most dealers. The projections are for 2016 and maybe 2017 to be even better. But my question is: “Are you going to be as good as the rest? Better than the rest? Not quit as good as the rest?” Why not be the BEST you can be.
Design 2016. I am attaching the forecasting sheets we used to help forecast month-by-month sales for 2016. GM has new SFE/EBE monies and if you hit them every month it will have a tremendous impact on your new profit. Will you be forecasting those numbers? Will you be watching them everyday? Will you be discussing them regularly with your management team? You can design your profit for 2016 step by step.
Also available for you is a monthly outline for your managers meeting. What to focus on each week – How to get them to OWN there objectives and expense items.
Also available for you are the action sheets we have designed that require managers to identify 1-2-3 items each month that they can improve and 1-2-3 items each month they need to be more efficient in. (nice way of saying expense control). This is where the “peer” pressure comes in because they are identifying these items in front of all of the other managers and during the month and at the end of the month no one wants to be LAST. Maybe you should have a MONKEY like many 20 Groups give the bottom person.
You can design your profit for 2016 step by step. The industry projections are it is going to be a very good year, are you designing yours – letting it fall into place – letting the manufacturer be the influencer? Take the time to decide today what your profit is going to be and then put together a step-by-step plan to attain that amount.
My goals are to make the Internet Departments I work with the most efficient they can be. Here are some of the items I will be working on and with in 2016 to create our Digital Game Plans.
➢ Best 3rd part ROI’s
➢ Data Mining – service and sales
➢ Video Game Plan – video viewership is up 74% over last year. You Tube website is second only to Google – it is more viewed than any other website in the world. Perfect our You Tube Channels
➢ Create Vehicle Review videos * Create Feature videos * Create “How To” videos Operate accessories, specific options (GPS – MP3/I-phone operations/etc.)
➢ Create FAQ pages to include What the question is – answer – Next Step
➢ GEO fencing – if you don’t know what it is learn quickly, before your competition
➢ Constant phone training – in and out bound calls
Those are just a few of the items I plan on working on with my clients this year in order to “e the Best we can be”. You can design your profit for 2016 step by step.
My hopes are this may spark a “light” within you to do the things “only you can do” but they require a time commitment from you. 2015 has been a very good year. 2016 is again going to be a very good year. We have no guarantee how many more good ones we have before the cycle turns downward. Don’t make this a good year – make it a Super Great year.
Plan your future step my step. If I can be of help – the nest step would be to pick up the phone and call: 815-978-5038. That’s my cell – I will answer and we can decide if I can help you attain YOUR goals.
Are you planning for Maximizing Profits for 2015?
Scott Hembrough of Hembrough Business Systems worked with Cannon Auto Group in Lakeland, Flordia – a 2nd generation dealership that was struggling from bouncing back from the financial slow down the entire auto industry suffered from.
Scott helped with Internet, phone training, overall dealership processes and listen to the credit Danny Cannon gives Scott regarding the dealerships profitability.
We are each born with 18,000,000 brain cells.
So here is the question: How many are you going to use in 2013?
Trick question with a simple answer – more than you used in 2012.
At the time of this writing the news is blasting about “the fiscal cliff”. We just had a record number of Tornadoes on Christmas Day run from Texas to Alabama.
Desert Storm Commander Norman Schwarzkopf died last night. MY POINT: There are always going to be business interruptions. There are always going to be weather conditions to contend with. Something for you to consider is whether you are focusing on the negative news or looking for ways to stay focused on the positive?
So what does all of that have to do with succeeding in 2013? Remember earlier I said each of us is born with 18,000,000 brain cells. It is my opinion that in 2013 you had better be using more of them than you did in 2012. To me this will be one of three critical components to succeeding in 2013.
First critical element: Like it or not, technology is the way of the future. I was speaking with someone the other day and that asked me to relate technology years to human years. I questioned what they meant by that. They responded: “You know, dog years, if a dog is 10 years old in human years, they are 70 years old in “dog years”. So he again asked the question: “If your website was designed and last time it was updated was 5 years ago, how old would that be in human years?” I still had no clue. Finally he said 50. One year in human years is the equivalent to 10 years in technological years. POINT: You have to be reading, studying, and most importantly DOING things if you want to succeed in 2013. WHY – because the guy down the street might be, and if he is and you are not, you are going to be toast.
Second critical element: Teamwork and employee productivity. I read a Harvard Business Review last week titled: “What One Thing Your Team Wants You to Stop Doing.” What was one of the things one of the things they wanted their employers to stop doing? It was – Sugar coating things – tell me where I really stand. Another thing was I can deal with the truth so be honest with me.
From Patrick Lencioni’s book: “Not Finance. Not Strategy. Not Technology. It is TEAMWORK that remains the ultimate competitive advantage, both because it is so powerful and so rare.”
Third critical element: Leadership. If technology involves everyone – teamwork and productivity are critical, the only way to accomplish these is with effective Leadership.
In many businesses they struggle with the difference between management and leadership. In many businesses, they ASSUME their managers are BORN great leaders. John Maxwell is in my opinion one of the BEST Leadership trainers today. He starts many of his lessons with: “The Law of the LID because it helps people understand leadership. If you can get a handle on this law, you will see the incredible impact of leadership on every aspect of life.” LEADERSHIP ABILITY IS THE LID THAT DETERMINES A PERSON’S LEVEL OF EFFECTIVENESS. THE LOWER THE INDIVIDUAL’S ABILITY TO LEAD, THE LOWER THE LID ON HIS POTENTIAL. THE HIGHER THE LEADERSHIP – THE GREATER THE EFFECTIVENESS. EX: “If your leadership skills are rated at an 8, then your effectiveness can never be greater that a 7. If your leadership is rated only at a 4, then your effectiveness will be no higher than a 3. Your leadership effectiveness – for better or for worse – always determines your effectiveness and the potential impact on your organization.”
In a classic movie, “The Untouchables”, I love the line Sean Connery used. He kept of asking those he worked with: “So what are you going to do about that?” And that would be my question to you – “What are you going to do about things in 2013?”
Read the same amount you did in 2012. Study Leadership and Teamwork the same amount you did in 2012? Commit to technology the same as you did in 2012? OR – are you going to take some of those 18,000,000 brain cells and try to use more of them? That is my plan for 2013 – study more, read more, listen more, push myself more, help those around me more, share with others more.
Yesterday, I posted on Facebook an interview with the great Zig Ziglar that took place a couple days before he passed away and he shared one of his greatest messages: “You can have everything you want in life – EVERYTHING – if you will just help enough other people get what they want.”
May 2013 Be Your Best Year Ever.