Positive change in your dealership should be a constant work in progress. There will always be challenges of the need for better accountability towards daily business practices, and there will be a continued need for more flexibility and latitude in making those tough decisions. Some of the lingering old habits of retailing obviously are hanging around, but are quickly getting pushed aside by the new business and relationship development messages. Knock down some of those old cob webs and make room for advancements in new professional protocols. We find ourselves squarely in the middle of an industry wide state of transition. With this transition comes opportunity for some who seek it. I do strongly believe that the dealership organization that successfully embraces the new sound practices of business development will certainly have a distinct advantage over every other retail establishment within their selling market for years to come. There are a ton of orphan customers out there seeking who will be their next dealership of choice for both sales and service. Do something to add differential in the way your store conducts business compared to the remaining staggering competition out there and you may be rewarded with more new customers than before.
There are keys however in affecting change properly. First you must be vigilant in keeping the message of positive change crystal clear. The new vision of business and relationship development must radiate down from the top. The signal needs to be transmitted with powerful signal strength that this is becoming our new store’s culture and everyone needs to be on board for the ride. If this does not occur the message to them becomes one of ‘here today and gone tomorrow’ which incites confusion and conflict. The buy-in is the most critical aspect of any change occurrence in any business. Think about what changes you are about to enact deep and wide so you do have a prepared clear message when you do decide to deliver it. Make sure the management team is totally on board with both hands on the oars rowing in sync. Make it a positive event that will certainly bring newness and increase in everything you do. And, remember to let them know that we will succeed in our endeavors only if we work as a team rowing in the same direction. Stay the course even in foul weather and you will arrive at where you want to be.