The key to maintaining the consistency that our customers know and want comes from the systems and processes we put in place. Think about this for a minute. Let’s assume you order a hamburger at the local McDonalds and you order a hamburger in Japan at McDonalds. Are they the same quality and standard? You bet they are! The process to prepare and cook the burger is always the same. Are your customers in your dealership treated the same way with the same processes every time?
Many of you reading this article are making good money. So what happens next. You start to grow? You expand. Business begins to show its peaks and valleys. Then unforeseen problems arise. Some dealers do not make it past these obstacles - others do. The failure rate of dealerships in the first three years approaches 50 percent. Is there an easier way? Yes, you must first establish a good business plan with solid processes and systems in place.
Having a system for each department in your dealership that flows to other departments is the key. Complete the processes the same way every time. If the automobile business would incorporate systems similar to the fast food industry, then it will flourish and become more respected. If the process is done the same way every time, then think about how much easier life would become to recruit and train managers. Your sales floor will be full of salespeople that have learned your processes and policies. Promoting them to managers would then be the easy part.
Remember success is a choice. Walk in step with a coordinated effort and consistently execute a good plan with solid systems, and good results will nearly always follow. The car business does not have a silver bullet or a magic wand to help us. However, the fundamentals of business are the same whether you are selling hamburgers, toys or cars. Good luck and good selling!