dramonte
02-28-2006, 08:10 AM
End of the Month…
Industry Perspective in Retail Automotive from Auto Buyer Consultants
Avocation is clearly the antithesis of vocation in dealer businesses. But, overwhelmingly present in retail automotive personnel models are instances wherein avocation is the accepted standard. Attention, attention, your attention please: THE BUSINESS OF RETAILING AUTOMOBILES IS STILL PEOPLE DRIVEN! Your business identity absolutely is a direct reflection of the disciplines, mores, and standards of the people who practice the characteristic operations essential to your sustained market presence.
Attending NADA in Orlando earlier this month is a case in point for the argument. Though there were meetings and meeting upon meeting about the many dynamics of successful dealering, the most vital component of accomplishment at the convention was the people. I met beautiful, brilliant, vibrant people from every sector of the industry. We spoke about topics as diverse as appreciation of life, our own careers, the careers of others, change and movement and trends in the industry, etc. The common thread of all these acquaintances and conversations was the same one that ties each of us directly to the society in which we interact each day. The common thread of humanity is we are all people.
There recently was a study published in The McKinsey Quarterly that statistically supported the argument, better people, and better success. In their study of over 700 companies, superior performance was confirmed in the majority of instances where goal-setting, performance-tracking, energized leadership and management were combined with nurturing talent. The dealer business is an operation that demands the most of each individual in almost every given situation because of the high occurrence of customer contact. Properly prepared professionals are the most effective guard against poor CSI, and those same professionals are the key to any notable or sustained success. The accomplished dealers, we will find, have built their respective successes alongside team members who cared as much about their vision as did the dealer him or herself. It is still the same for any dealer wishing to join the ranks of the accomplished.
How so, one may counter, does a business as volatile as Retail Automotive - when it comes to employee retention - survive with any vested interest in its employee base? My response might be, how does one not? Though, dealers are due all the respective props for being the champions of their own respective outfits, the toil they experienced to become dealers would never be as venerable if it were not for the individuals who decide to take on the toil of working all of their lives as dealers’ employees. How about a touchdown pass, Mr. Quarterback, if you are in the absence of every back, receiver, or lineman who makes your stellar performance possible…
I believe I can safely attest that I have been a part of championship teams in every facet of my young life, and that the common denominator in every instance was the PEOPLE. The entire objective of this issue of End of The Month is to see a few dealers and other giants in the Retail Automotive fields drop their shoulders down to load up the least of these, and hoist them up awhile. Just a little reciprocity is the goal, a voice of reason that discounts “the product” and “the market” for the sake of discovering what every one of the most important aspects of your operations have in common is their respective place in HUMANITY. And, to evoke the practice of appreciation that shall improve the condition of them all and will build value in your own brand.
First, we must recognize that first impressions of our operations are as valuable as any. We must, thereby recruit only the individuals we identify as appealing additions to our outfits. For instance, we would not wear overalls to the black tie affairs we like to frequent, now would we. The same pride must apply when dressing your business. An astute professional is habitual. She is appreciative, aggressive, capable, confident, honest, hungry for knowledge and wisdom, serious about success in every aspect of her work (and most likely her entire life). And, you will find that her male counterpart on your staff will exude the same qualities. So, there is no hard work to be done to find the best people, if you already have some of the best. In fact, you will find in practice that the best most always gravitate to the best. Don’t be so quick to outlaw camaraderie amongst the team. You may interfere with the natural evolution of good to great.
After we have corralled the best amongst our talents, then we go to preparation season, called spring training in America’s baseball game. In order to visualize the perfect line-up, one must be an outstanding coach. But, those of us who are still working on our coaching skills can follow a few guidelines that should help us through the early innings, at least. If we grab ourselves a yellow legal pad and simply begin by listing the ten most important things (positions) to our teams’ success, then we will end up with a pretty good idea of the duties we need to delegate and oversee. Next, simply start listing the names of the key players on your respective teams next to the appropriate positions and strategic order. You will all have great fun with this part. Email me and let me know how many times you need to switch up.
Now that you have a line-up, you should identify the reason you have chosen one superstar as the lead-off, another as clean-up, and still another as your pitcher. Do the same for every other position you have outlined. Use what you know about your employees to build a respectable case for why you are asking each one to play his respective position to the best of his or her ability. Believe me, they will all want to know why, so it is best that you have your approach rehearsed and that you have convinced yourself that the line-up will work the way you have envisioned it, and that you will win.
There is but one other strong suggestion I need to make for this session of spring training inspired exercise. Make a great pep talk. Bring the team together and explain the importance of being just that. There are no Hank Aarons without Eddie Matthews’, and thus and forth. One coach of mine would say to our team just before the last game of a long road trip; “You know, all my ball players are not great. But, all my ball players are professionals.” We usually won.
I hope your fortune, and the fortune of your team – your people - is the same.
Industry Perspective in Retail Automotive from Auto Buyer Consultants
Avocation is clearly the antithesis of vocation in dealer businesses. But, overwhelmingly present in retail automotive personnel models are instances wherein avocation is the accepted standard. Attention, attention, your attention please: THE BUSINESS OF RETAILING AUTOMOBILES IS STILL PEOPLE DRIVEN! Your business identity absolutely is a direct reflection of the disciplines, mores, and standards of the people who practice the characteristic operations essential to your sustained market presence.
Attending NADA in Orlando earlier this month is a case in point for the argument. Though there were meetings and meeting upon meeting about the many dynamics of successful dealering, the most vital component of accomplishment at the convention was the people. I met beautiful, brilliant, vibrant people from every sector of the industry. We spoke about topics as diverse as appreciation of life, our own careers, the careers of others, change and movement and trends in the industry, etc. The common thread of all these acquaintances and conversations was the same one that ties each of us directly to the society in which we interact each day. The common thread of humanity is we are all people.
There recently was a study published in The McKinsey Quarterly that statistically supported the argument, better people, and better success. In their study of over 700 companies, superior performance was confirmed in the majority of instances where goal-setting, performance-tracking, energized leadership and management were combined with nurturing talent. The dealer business is an operation that demands the most of each individual in almost every given situation because of the high occurrence of customer contact. Properly prepared professionals are the most effective guard against poor CSI, and those same professionals are the key to any notable or sustained success. The accomplished dealers, we will find, have built their respective successes alongside team members who cared as much about their vision as did the dealer him or herself. It is still the same for any dealer wishing to join the ranks of the accomplished.
How so, one may counter, does a business as volatile as Retail Automotive - when it comes to employee retention - survive with any vested interest in its employee base? My response might be, how does one not? Though, dealers are due all the respective props for being the champions of their own respective outfits, the toil they experienced to become dealers would never be as venerable if it were not for the individuals who decide to take on the toil of working all of their lives as dealers’ employees. How about a touchdown pass, Mr. Quarterback, if you are in the absence of every back, receiver, or lineman who makes your stellar performance possible…
I believe I can safely attest that I have been a part of championship teams in every facet of my young life, and that the common denominator in every instance was the PEOPLE. The entire objective of this issue of End of The Month is to see a few dealers and other giants in the Retail Automotive fields drop their shoulders down to load up the least of these, and hoist them up awhile. Just a little reciprocity is the goal, a voice of reason that discounts “the product” and “the market” for the sake of discovering what every one of the most important aspects of your operations have in common is their respective place in HUMANITY. And, to evoke the practice of appreciation that shall improve the condition of them all and will build value in your own brand.
First, we must recognize that first impressions of our operations are as valuable as any. We must, thereby recruit only the individuals we identify as appealing additions to our outfits. For instance, we would not wear overalls to the black tie affairs we like to frequent, now would we. The same pride must apply when dressing your business. An astute professional is habitual. She is appreciative, aggressive, capable, confident, honest, hungry for knowledge and wisdom, serious about success in every aspect of her work (and most likely her entire life). And, you will find that her male counterpart on your staff will exude the same qualities. So, there is no hard work to be done to find the best people, if you already have some of the best. In fact, you will find in practice that the best most always gravitate to the best. Don’t be so quick to outlaw camaraderie amongst the team. You may interfere with the natural evolution of good to great.
After we have corralled the best amongst our talents, then we go to preparation season, called spring training in America’s baseball game. In order to visualize the perfect line-up, one must be an outstanding coach. But, those of us who are still working on our coaching skills can follow a few guidelines that should help us through the early innings, at least. If we grab ourselves a yellow legal pad and simply begin by listing the ten most important things (positions) to our teams’ success, then we will end up with a pretty good idea of the duties we need to delegate and oversee. Next, simply start listing the names of the key players on your respective teams next to the appropriate positions and strategic order. You will all have great fun with this part. Email me and let me know how many times you need to switch up.
Now that you have a line-up, you should identify the reason you have chosen one superstar as the lead-off, another as clean-up, and still another as your pitcher. Do the same for every other position you have outlined. Use what you know about your employees to build a respectable case for why you are asking each one to play his respective position to the best of his or her ability. Believe me, they will all want to know why, so it is best that you have your approach rehearsed and that you have convinced yourself that the line-up will work the way you have envisioned it, and that you will win.
There is but one other strong suggestion I need to make for this session of spring training inspired exercise. Make a great pep talk. Bring the team together and explain the importance of being just that. There are no Hank Aarons without Eddie Matthews’, and thus and forth. One coach of mine would say to our team just before the last game of a long road trip; “You know, all my ball players are not great. But, all my ball players are professionals.” We usually won.
I hope your fortune, and the fortune of your team – your people - is the same.