In this week's Episode of Make Money Mondays Dealer Synergy's Nation Sales Director, Joseph Argento, explains how to assess your employees sales performances. It is based on the metrics of what you as a Manager and your management team feels are your benchmarks. You must factor in volume, total gross, the average gross per unit, the closing percentage and the CSI. It's important to take the time to assess and coach individually. Following these steps will help the dealership sell more cars, more often, and more profitably.
Make Money Mondays - Special Edition - Assessing Sales Performances
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Everyone Knows that Dealer Synergy's Chief Trainer is LA Williams and LA, is blind. S, when I saw this article my first thought was how this could benefit him AND our Dealer Community. You see, what has been amazing is that LA does such a tremendous job that a lot of our dealership network have actually went out and recruited BLIND employees! Yes, thats right we have dealerships that have Blind or Visually Impaired Automotive Internet Sales, BDC, Call Center staff members.
Here is the article I saw and wanted to share with you all -
Android App Makes Smartphones Accessible for the Blind
When someone buys their first smartphone, the first question is usually, what apps should I get? Apps are part of what make our phones so valuable to us, from getting directions to finding a place nearby to eat, to keeping track of various items when we travel.
And now, thanks to a man who is visually-impaired himself, there’s an Android app that will turn a regular smartphone into a powerful tool for the blind.
Roger Wilson-Hinds, director and co-founder of Screenreader, built the app, called Georgie, specifically to help blind users navigate day-to-day obstacles like catching a bus, reading printed text and knowing exactly where they are at all times.
“It’s the first smartphone that’s been designed for blind people by blind people,” he said. And he should know, he just recently sent his very first text message.
Users can buy an Android smartphone pre-loaded with the Georgie software from Sight and Sound Technology, which provides hardware and software solutions for the blind. If they already own an Android phone, they can buy the app from the Google Play store and install it themselves.
Georgie uses fingers and gestures to let users navigate the software, just like you do normally. However, with Georgie, you hold your finger down, wait for a beep and hear the function you’re touching read out loud, whether it’s to make a call, send a text, or determine your location. Georgie makes extensive use of voice control software.
“Georgie is a suite of applications designed to cater for every single part of a visually-impaired person’s life,” says Glenn Tookey, CEO of Sight and Sound Technology, which distributes the software.
Users can purchase and download additional apps that provide more functions. The lifestyle app pack, for instance, offers newspapers that read aloud, and an online blog that lets you post using voice control. The Travel app has a feature that flags nearby points of interest as well as a sort of bus monitor that will verbally let you know when the next bus is due.
Wilson-Hinds, who named the software after his blind wife’s first seeing-eye dog, says Georgie will “totally change the lives of blind and partially-sighted people all over the world.”
The world, soon, as Georgie is branching out beyond the UK. US Android users can find the link in the Google Play store here. Sight and Sound Technology is currently working with distributors to offer Georgie pre-installed on handsets in the US.
Here’s a video so you can see for yourself how Georgie works:
What are other ways technology is allowing people with disabilities to gain more independence? Is Georgie something you would buy for someone you know?
Dealerships are jumping into Social Media and I’m excited. But who’s going to manage the beast? Back when the Internet was emerging, dealers or GM’s would assign someone in the store to handle it ‘in their spare time’. I was one of those. Today, dealers should be cautious
using this same tactic for Social Media. As we found out with the Internet, Social Media is not a fad that will be gone in a few years. 75% of adult internet users are on Social Media (Nielsen, June 2010).
A few years ago, I was working at a Japanese high-line store and we took in a Porsche 911 on trade with the engine light on. We sent it through the Service Dept for Recon. They were able to get the engine light to go out (although I never knew exactly how) and we put the car
on the front line for sale. A buyer came in that weekend and purchased the car. Two days later, it came back on a flat-bed. Why? The engine had seized because it had no oil. In an effort to save money on the Recon, we let our Japanese-trained technicians work on it. Had it gone to the Porsche dealer a few blocks away, we might have saved the car. Instead, we had to put a $10K engine in it.
Letting just anyone ‘do’ Social Media is risky business. Social Media is much more than setting up a Facebook page, uploading YouTube videos and broadcasting Tweets. Most dealerships set up a profile on Facebook and notice that there are many more things on the to-do list. Pretty soon, interest wanes because they find out it’s harder than it looks to create valuable content every day. Who then is best suited to handle the dealership’s online campaigns?
If you have employee that can free up the time and has the knowledge on how to use the Social Media tools, it might seem like an easy solution. So did sending the Porsche to our Service Dept. If you have an employee who knows how to use Facebook or Twitter, chances are they know how to use these tools for personal reasons. Engaging the online customer (Marketing), generating leads (Advertising) and building your store’s online reputation (Public Relations) is perhaps asking more of that employee than they are capable of.
Collaboration with a talented strategist is necessary to achieve your dealership’s goals with Social Media. Experts provide training and guidance to acclimate you and your staff to the process of engaging your online buyer. You’ll find that engaging a Social Media specialist not
only costs less but it will quickly bring in leads you never knew existed.
This dealer had his kids helping him run the dealership. One was the Sales Manager, one the Service Manager and the youngest did deliveries for the Office. This was the juggernaut running this enterprise. They all spoke Swiss to each other…all the time…in front of customers and, ofcourse, the employees. Their saving grace was their take-no-prisoners Controller. He made sense of things, especially when the family would fight, and he made sure all the numbers landed where they needed to be.
My point here is that when management is speaking a different language, how can your staff bring their best game? Shouldn’t all the players be playing from the same Playbook to increase sales? The same applies to Social Media campaigns today at dealerships. Management decides to set up profiles on Facebook, Twitter and Yelp without a strategy that includes grassroots employee participation. Merely having Social Media in place doesn’t guarantee that staff will understand it and incorporate it into their daily jobs.
To better foster and manage Social Media, educate and develop everyone in the store. Make sure they’re speaking the same language. Take steps to engage employees and customers so they can easily collaborate with each other. Whether it’s the Salesperson asking the customer to give a short video testimonial at delivery or the Service Advisor reminding his loyal customers to ‘Love us on Yelp’, dealership Social Media marketing doesn’t work without each staff member’s buy-in and daily involvement.
In Social Media, your employees are the players who move it from a marketing campaign to having a conversation with your customers. Are they speaking the language of increasing sales?