ADP Lightspeed
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SPECIAL ADVERTISING SECTION SPECIAL ADVERTISING SECTION Making Preparations for the Busy Season By Hal Ethington ADP Lightspeed Senior Data Analyst For many of you and your dealerships, things are a little slower as you work through the winter months. Business may trickle off, but there are things you should be doing right now that will keep you on target for when the busy season starts up again. Instead of waiting out the winter, take steps in the right direction so you’re ready when those customers start rushing back to your store.
doing. Look at everything from average counter ticket to average hours per RO. Find out how your sales per square foot compare with other dealers. There is now a wealth of information out there for such things. Join a 20-Group, or change to a new one, and you’ll be amazed at what a new “board of directors” can do for you.
Yourself You are the one who can make all this happen. Whether it is your store, your department,
Data tells us that the average dealership has about $253,000 in parts inventory.
Your location
OFFI CI AL
Now is the time to get the fixtures, equipment, building and grounds back in shape. You have spent years focusing on advertising, employees, product, margins and your market; often to the exclusion of your physical location(s). Look around. It’s the little things you do that will go a long way. Burned out light bulbs? Replace them. Dust and grime on desks and computer terminals? Clean them off. Water damaged ceiling tiles? Change them out. Walk around your building and take notes. If things look shopworn, dirty or out of date, write it down and do something about it. Look at each element of your physical operation. Evaluate it, and get a plan. And while you’re at it, don’t forget the landscaping.
or your parts counter, remember that there is demand building up out there during these slower months. And sometime this spring, it is going to be cut loose. When it does, those dealers who thought about it, who made changes and who got into position to handle it are the ones who will be closing all the deals. For more information, contact ADP Lightspeed at 800-521-0309 or visit www.adplightspeed.com.
PRO VI DER
ADP Lightspeed is a proud partner of the Brunswick Dealer Advantage program. For exclusive Brunswick dealer pricing, offerings, and discounts visit: adplightspeed.com/brunswick.
Inventory Data tells us that the average dealership has about $253,000 in parts inventory. Some of that is either obsolete, or overstocked. Identify it. Report on it, and get it out. You have capital that is frozen, not turning, and not doing your business any good. List your inventory online and get items sold.
Winter is the time to invest in staff training.
Training You have good people with not enough to do. This is the time to invest in training. Call your major parts vendors and get their field reps into your store for product training. Set up online training for your dealership management system, and train employees on new features, updated processes, and ways to better utilize the tools you have. So much goes into being a successful salesperson, such as knowing the features and benefits, model info, competition’s model info, etc. Even more important are sales skills, such as knowing how to ask a closing question. People skills, body language, words to avoid, words to use, eye contact, handshakes, personal hygiene and proper dress are all attributes that make a good sales person. While your team has time on their hands, ensure they are welltrained.
Set benchmarks Find out how your parts counter people, your service writers, and your salespeople are really
Soundings Trade Only March 2014
Dealer Management Solutions
adplightspeed.com 800-521-0309
www.tradeonlytoday.com
© ADP ADP Li Lights Lig h spee p d IInc. All righ rights i h s reserv rved. ed. d Th The he ADP ADP P Lightspee Li h peedd logoo is log is a tr trade ademar markk of of ADP A Ligghtspe htspeedd Inc. nc. The ADP DP log loggo is is a r ist re reg isteer d trad istere tradema emark rk of ADP ADP,, Inc. In © Bru Bru runsw nswick ick Co Corpo rpo p rat ration ion
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SPECIAL ADVERTISING SECTION SPECIAL ADVERTISING SECTION Making Preparations for the Busy Season By Hal Ethington ADP Lightspeed Senior Data Analyst For many of you and your dealerships, things are a little slower as you work through the winter months. Business may trickle off, but there are things you should be doing right now that will keep you on target for when the busy season starts up again. Instead of waiting out the winter, take steps in the right direction so you’re ready when those customers start rushing back to your store.
doing. Look at everything from average counter ticket to average hours per RO. Find out how your sales per square foot compare with other dealers. There is now a wealth of information out there for such things. Join a 20-Group, or change to a new one, and you’ll be amazed at what a new “board of directors” can do for you.
Yourself You are the one who can make all this happen. Whether it is your store, your department,
Data tells us that the average dealership has about $253,000 in parts inventory.
Your location
OFFI CI AL
Now is the time to get the fixtures, equipment, building and grounds back in shape. You have spent years focusing on advertising, employees, product, margins and your market; often to the exclusion of your physical location(s). Look around. It’s the little things you do that will go a long way. Burned out light bulbs? Replace them. Dust and grime on desks and computer terminals? Clean them off. Water damaged ceiling tiles? Change them out. Walk around your building and take notes. If things look shopworn, dirty or out of date, write it down and do something about it. Look at each element of your physical operation. Evaluate it, and get a plan. And while you’re at it, don’t forget the landscaping.
or your parts counter, remember that there is demand building up out there during these slower months. And sometime this spring, it is going to be cut loose. When it does, those dealers who thought about it, who made changes and who got into position to handle it are the ones who will be closing all the deals. For more information, contact ADP Lightspeed at 800-521-0309 or visit www.adplightspeed.com.
PRO VI DER
ADP Lightspeed is a proud partner of the Brunswick Dealer Advantage program. For exclusive Brunswick dealer pricing, offerings, and discounts visit: adplightspeed.com/brunswick.
Inventory Data tells us that the average dealership has about $253,000 in parts inventory. Some of that is either obsolete, or overstocked. Identify it. Report on it, and get it out. You have capital that is frozen, not turning, and not doing your business any good. List your inventory online and get items sold.
Winter is the time to invest in staff training.
Training You have good people with not enough to do. This is the time to invest in training. Call your major parts vendors and get their field reps into your store for product training. Set up online training for your dealership management system, and train employees on new features, updated processes, and ways to better utilize the tools you have. So much goes into being a successful salesperson, such as knowing the features and benefits, model info, competition’s model info, etc. Even more important are sales skills, such as knowing how to ask a closing question. People skills, body language, words to avoid, words to use, eye contact, handshakes, personal hygiene and proper dress are all attributes that make a good sales person. While your team has time on their hands, ensure they are welltrained.
Set benchmarks Find out how your parts counter people, your service writers, and your salespeople are really
Soundings Trade Only March 2014
Dealer Management Solutions
adplightspeed.com 800-521-0309
www.tradeonlytoday.com
© ADP ADP Li Lights Lig h spee p d IInc. All righ rights i h s reserv rved. ed. d Th The he ADP ADP P Lightspee Li h peedd logoo is log is a tr trade ademar markk of of ADP A Ligghtspe htspeedd Inc. nc. The ADP DP log loggo is is a r ist re reg isteer d trad istere tradema emark rk of ADP ADP,, Inc. In © Bru Bru runsw nswick ick Co Corpo rpo p rat ration ion
49
SPECIAL ADVERTISING SECTION SPECIAL ADVERTISING SECTION 043-060_TO_lr.indd 49
2/18/14 4:53 PM
