We all know how many cars we sell every month but the biggest gains are realized when we start looking at how many deals we’re missing. Don’t kid yourself, most dealerships biggest expense today is missed opportunities to do business! Every dealer reacts differently to this realization. Today, you see more and more dealers going the route of the Business Development Center. You also see many dealers making mistakes that ultimately cost them hundreds of thousands of dollars on the bottom line as well as ultimately a failed business development initiative. Most Business Development Centers actually arise from a failure of dealerships to properly train their staff. Ultimately, someone becomes disenchanted with the lack of tangible results and the decision is made to hire a second group of people to do exactly what the first group should be doing. When you think about it that way, it doesn’t make as much sense, does it? Before focusing on the “center”, every dealer needs to first look at creating a culture of business development at their dealership. We also need to make sure that we’re not sending our staff mixed signals. Telling them one thing but then inadvertently punishing them when they do it. At my session “90 Days To 100 More Cars: Proven Strategies To Supercharge Your Business,” I am going to talk about how to change the culture at your dealership whether you have a “center” or not. Business development all boils down to culture, process and accountability. Learn specific processes that are guaranteed to dramatically increase the productivity of your staff, drive more and better traffic, as well as discuss how to dramatically increase gross profit per retail unit!
See this session and more at the 17th Digital Dealer Conference & Exposition, September 23-25, 2014 at the Mirage Hotel & Casino in Las Vegas.
More about Alan Ram
Alan Ram, President of Proactive Training Solutions, is recognized as the best in the automotive industry at increasing individual, as well as dealership productivity through effective utilization of the telephone, Internet and client base management. He has worked and continues to work with tens of thousands of salespeople, managers, business development and Internet staff from coast to coast as well as internationally. Alan has worked with several manufacturers over the years and his training has been a staple of Chrysler’s certification program at over 2300 dealerships nationwide.
He is an original partner on NADA University and his “Management by Fire” workshops are now endorsed and promoted by NCM Associates. His workshop, “Five Simple Strategies to Sell More Cars Now” was the number one attended session at the 2012 NADA convention. Alan combines his sharp sense of humor along with a real world approach to get his message across.
Alan served proudly in the United States Marine Corps prior to beginning his career in the automotive industry. He currently resides in Scottsdale, Arizona where he’s an experience private pilot and avid hiker. He is also the Founder of The Janeen R. Barber Foundation, which seeks to empower people in need. Alan says in life as in business, “Sometimes all anyone ever needs is that one chance”.