|February might be the month that will provide you with insight as to where your new year is headed. By this time, your plan should be ready and you should be implementing it across your operation.
In a previous article, I presented an outline designed to assist you in developing your plan. The plan needs to contain four key segments. Controlling these four key segments is vital to the success of your plan.
Key Segments for your Plan:
|Forecast Sales vs. Actual Sales
As I have traveled throughout the United States, Latin America and the Caribbean, I have consistently found the same thing when visiting automotive dealership operations. Only 80 percent of them have a forecast, and 80 percent of them that do don’t follow it.
Control of your sales force is paramount. More and more I am seeing salespeople who “do their own thing.” It troubles me when I witness that in an operation. Regardless of how good they are, your sales staff cannot “do their own thing.” Your sales force must adhere to and follow your plan. You and your management staff must back up the plan and hold the staff accountable. When management and staff are working together on a common plan for a specific goal, your dealership will have increased success.
Impact Auto Auctions and Automotive Finance Corp. have partnered to offer Canadian dealers a ‘seamless’ financing and buying process.