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Leonard Buchholz's ADM Blog (35)

How to make a banana into a bbq pork sandwich...with chips and a drink.

One of the best things about traveling is experiencing how other people run their businesses. 

It also allows you to have many different Sales presentations from many different people. This story is about how one motivated, knowledgeable and especially friendly Salesperson made a banana into a bbq pork sandwich.

 

I…

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Added by Leonard Buchholz on April 14, 2014 at 7:30am — 1 Comment

Really...it's been 60 days?

It’s been 60 days.

Like many, you went to the NADA Convention determined to find the one thing that was going to make a difference in your Dealership this year. You had every intention of making changes and doing something different. You gathered information and then cataloged it. You even made a list of your Dealerships Managers and their responsibilities and revised their Goals based on the new information and training you were about to provide them.

You were ready for…

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Added by Leonard Buchholz on March 29, 2014 at 6:15am — No Comments

Where does Profit Improvement start? At the Service Managers Desk, of course!

In every Dealership there is a desk. And behind that desk sits someone who has the responsibility to increase Profits.

In Fixed Ops, this person is called the Service Manager.

Typically  (when I go into a store that is not profitable), I find the person sitting behind that desk working on everything not related to increasing Profits while believing that they are working on everything related to increasing Profits.

I call it the “Theory of Un-relativity” and it goes like…

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Added by Leonard Buchholz on March 26, 2014 at 3:20pm — No Comments

Where does RO Count attrition start? On the Telephone, of course!

With the emphasis on increasing RO count through the manufacturer’s initiatives in regards to Quick Lube, Express Service, Fast Oil Change or whatever you call the 30 minute oil change in your Dealership, you would think that RO counts would be going up.

In some instances, yes they are. There is no doubt that these programs have resulted in more traffic into some stores in some cases.

But, in many stores, even with the advent of the “30 Minute Oil Change” marketing push and…

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Added by Leonard Buchholz on March 20, 2014 at 7:11am — No Comments

Where does Service Sales failure start? In the Service Drive of course!

In every dealership that I visit that is struggling with increasing Sales per Repair Order, performing a walkaround  is the area that the Advisors do not do well, if at all.

Recently, I was observing a service drive when a customer pulled up in a car and the advisor looked up from the desk and and said "Oh, look...she is just sitting there." And for the next 3-5 minutes, the advisor sat at her…

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Added by Leonard Buchholz on March 17, 2014 at 12:03pm — No Comments

The Service Advisors "6 Steps to Happy Bank Deposits"

Here is a simple way to make more every month. 

It's called the "6 Steps to Happy Bank Deposits" and it goes like this.

1st, write down what you make per month…

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Added by Leonard Buchholz on February 5, 2014 at 7:41am — No Comments

The Right Way and The Wrong Way

During the analysis and evaluation we conduct prior to starting a training program the question of ethics and standard business practices we train on usually requires some explanation. In other words, Dealer Principals and General Managers want to hear from us that we conduct our training programs ethically and professionally.

If I were to stand in a room full of Dealer Principals and ask "Who in here believes that the best way to take care of a customer is to sell extra or un-needed…

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Added by Leonard Buchholz on December 27, 2013 at 10:06am — 3 Comments

Are your Advisors "Helpful" or "Professional"?

Helpful…or Professional…which of these sound better?

If you are like a lot of Dealers and General Managers hiring “helpful” people always seems to be the right call. The belief is that you can develop someone into becoming a Professional. While I don’t disagree with this practice, what I find all across the country is the opposite of helpful or Professional.

Because we train all across the country, we have exposure to every make and model of vehicle in every kind of Dealership,…

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Added by Leonard Buchholz on November 19, 2013 at 5:08pm — No Comments

Financial Statement Success Steps

Increase Gross Profit, Increase Net Profit, Control Expenses, Increase Sales.

Chances are you have been living those four financial principles since you became the owner or GM. And if you are a service manager reading this, you have been the willing champion of the preceding 4 financial cornerstones to dealership success.

Can I ask you a question?Looking for answers?

How does it make you…

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Added by Leonard Buchholz on September 3, 2013 at 1:15pm — No Comments

Uh Oh...Another Employee Quits

Resignation Letter

To: Dealer Principal

From: Fixed Operations Net Profit

Reference: Fixed Operations Gross Profit Resignation Letter

Dear Dealer Principal,

It has come to my attention that Fixed Ops Gross Profit has resigned effective immediately. Without the continued support of Gross Profit I cannot continue to be effective in the performance of my duties while adding funds to your Profitability. (not to mention your bank…

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Added by Leonard Buchholz on August 22, 2013 at 9:28am — No Comments

Resignation Letter

Resignation Letter

Date: Effective Immediately

From: Fixed Operations Gross Profit

To: Dealer Principal

Dear Dealer Principal,

It is with great regret that I must submit this letter of resignation effective immediately.

Although we have worked together over the past few years I don’t feel I can contribute to your bottom line anymore. It has been a great experience and I wish you and all of your dealership team the best.

I am quite…

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Added by Leonard Buchholz on August 21, 2013 at 8:38am — No Comments

Did you THRIVE or SURVIVE in 2012?

Every year about this time we begin to contemplate. What was our final score for 2012? How did we end up? Did we just SURVIVE or did we THRIVE?

For most of you, that reality was written months ago and on the 10th of January you’ll be…

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Added by Leonard Buchholz on January 1, 2013 at 2:30pm — No Comments

"Things" do not a great Service Experience make.

Service is an "elbow to elbow" people business. As I (we) have traveled and observed so many Dealership Service Operations, there is still one overriding factor that every Customer Service Organization must understand and adhere to. This is people business.…

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Added by Leonard Buchholz on November 15, 2012 at 6:00am — No Comments

Want to increase Service Sales by 30%?

Lost Sales and Declined Services Customers are in many Dealerships, the largest untapped source of additional revenue. And in most cases, the Sales has been lost because of a few words and not a few dollars.

 …

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Added by Leonard Buchholz on October 11, 2012 at 6:00am — 1 Comment

Techno me, Train me or Tank me...which is it?

It is an age old diametrically opposed argument. On one side, we have technology. On the other side, we have personnel.

  • I can't sell anything without a great Multipoint Inspection.
  • I can't sell anything without a professional Sales Process.
  • I must have both in…
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Added by Leonard Buchholz on September 12, 2012 at 7:30am — 3 Comments

3 Common Mistakes Salespeople Make

The 3 Most Common Mistakes Salespeople Make That Cost The Dealership Money!

 

The good…

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Added by Leonard Buchholz on July 25, 2012 at 11:00am — 6 Comments

Why "Old School" Communication is the new "Class Dismissed"

Clearly there is a huge gap between what "we" (old school) managers and Leaders consider useful and proper communication,  motivation and Leadership techniques and what the "new" generation responds to.

There is a choice to be made.…

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Added by Leonard Buchholz on July 16, 2012 at 7:46am — No Comments

4 Challenging Employees and What To Do About Them

Employees are the life of any organization. We spends hours recruiting, screening and interviewing them. After we have hired them, we spend more time training, coaching and monitoring them.

And when it's all said and done, we like to think that we have contributed to the Dealership's future and had a hand in weaving the very fabric of that Dealership.

And in every Dealership…

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Added by Leonard Buchholz on July 11, 2012 at 7:35am — 2 Comments

Grasshopper Pie

A traveling salesman had come to the end of a long day and was very hungry. He had not made many sales and was feeling a little frustrated with his results. He decided to stop and get something to eat and mull over his next step.

He stopped in town, parked on Main Street and looked around. He found two restaurants side by side.  Above each there was a sign.

The one on the left said “Food, more…

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Added by Leonard Buchholz on June 25, 2012 at 10:30am — No Comments

What 3 Components Do You Need To Succeed In The Car Biz? ASK And You Shall Receive!

That's right! There are 3 Personal Components you need to have to Succeed in the Car Biz!

ATTITUDE, SKILL SET and KNOWLEDGE!

A strong Attitude will get you through the day…

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Added by Leonard Buchholz on June 19, 2012 at 8:02am — No Comments

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