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    200K in 200 Days: Developing a Culture of Profit and Professionalism in your Dealership
    200K in 200 Days: Developing a Culture of Profit and Professionalism in your Dealership
    200K in 200 Days: Developing a Culture of Profit and Professionalism in your Dealership
    Ebook89 pages1 hour

    200K in 200 Days: Developing a Culture of Profit and Professionalism in your Dealership

    By Leonard Buchholz

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    About this ebook

    Find out how the most successful Dealer Principals, General Manager and Service Managers made an additional 200K in 200 Days by making changes in their dealerships. Get the Top 10 Success Steps and start your dealership on the path to Profit and Professionalism.
    LanguageEnglish
    PublisherBookBaby
    Release dateNov 1, 2013
    ISBN9781483511801
    200K in 200 Days: Developing a Culture of Profit and Professionalism in your Dealership

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      Book preview

      200K in 200 Days - Leonard Buchholz

      9781483511801

      Prologue

      In this book I detail how some dealerships made 200K or more in additional gross profits in their fixed operations in 200 days (or less) using processes, coaching and training to change their internal culture. These dealers are not any different than you. They made fundamental changes in the way they conducted their service business. And in doing so, they developed a culture of profit and professionalism while adding a cool 200K in gross profits. If they can do it, so can you.

      A Car Biz Story

      I have been in the car biz since 1989 when I left the Marine Corps. I responded to an ad in the paper looking for anyone with a sales background. During my service I had been a recruiter in the Marine Corps and I thought that if I could sell 4 years of military service, I could sell anything.

      The ad was posted by a Nissan Dealership in Encinitas, Ca. They have been out of business a long time now, but when I went there to apply, it was bustling. I have never forgotten that first- time walk through the showroom. It felt like I was on safari trekking through the jungle of capitalism in search of opportunity. That first time memory has stayed with me all these years.

      I went to the interview dressed in my best business suit. I met the receptionist at the dealership who had placed the ad. She told me that before anyone was interviewed, they were required to take a personality profile. No problem, I was used to these. I finished the test and completed my application, not knowing that what would happen next would put me on a life- long journey.

      When she came out to tell me the results, she said two very surprising things.

      First, she said. Your test scores came out nearly the same as the owner’s test scores. That’s the first time that has ever happened. I was thinking I just got hired when she said Unfortunately, we can’t hire you."

      You put on your application that you are taking some night classes and we do not make any exceptions for anyone on shifts and shift changes. It’s our company policy. Sorry. However, I have a friend up the street that is looking for someone just like you. Here is his name and number. Call him."

      So, I called the guy and he said. Come on over and I’ll talk to you right now.

      I drove over and met the first sales manager I ever had in the car business, Don B. Don is larger than life. He is an Army veteran (West Point), with a huge chest and buffed arms. And he has one of the most distinct laughs of anyone I have ever met.

      He had me sit in a chair across from him in his office. His office faced southwest and it was a little late in the afternoon when we started. This will become important in just a minute. We went over my resume and I answered some questions...nothing out of the ordinary.

      However, I was about to learn the first lesson in sales which I have never forgotten, He who speaks first loses. Don is a master of this silent game.

      He has an uncanny instinct to wait for someone to say something when it’s to his advantage to do so. Because I was sitting there applying for a job, it was obvious to him that he had the advantage.

      He went back through my resume, asking about my service, time as a recruiter, etc. I thought I was doing pretty well in the interview and I had the inside military track. He nodded and smiled and then, after a few more questions about me and my interests, he went silent.

      He was sitting across the desk holding my resume in his hands and not saying a word. Just staring at me and waiting. Every now and again he would glance at my resume and then just stare at me.

      It was a warm September afternoon. And I was sitting military like in a chair in a full suit in a warm office with the sun streaming in from the window. I began to sweat.

      And still Don sat there looking at me. I looked at him. He looked at me. And then a little bead of sweat appeared on my forehead and rolled down my face. And then another and another bead of sweat rolled down my face and onto my jacket. And we just sat there looking at each other. Both of us were waiting for the other to say or do something. I never moved and he never moved. He just sat there watching me sweat in my suit in his office.

      Finally, after what seemed like an eternity, he looks me dead in the eye, smirks slightly, extends his hand and says You’re hired.

      He told me later that it was one of the most interesting and intense interviews he ever had. He also said that he wanted to see if I would reach up and wipe the sweat off my face and brow. And the only reason he made me sit there that long was to see if I would!

      It was the first of many lessons in the car biz.

      A couple of months into my sales career, I realized that I was spending too much time in the dealership and not enough at home. My family life began to suffer. And when that happens, as we all know, you need to make a decision. I decided to find a different job that kept me home on the weekends.

      The next day I went in to the GM’s office to hand them my resignation and he said Not so fast. We have an opening in the service department. We think you would make a great service advisor.

      Twenty four years later I am still in Fixed Ops. Along the way I have held every position in fixed operations that there is. I went from advisor to dispatch to parts to assistant manager to manager to fixed operations director. At every step there has been something new to learn.

      These past few years, I have been extremely fortunate to work with an outstanding company called DealerPro Training Solutions based just outside of Columbus, Oh. And because of what we do and the access we have, I have experienced a front-row view of the automotive retail world that few people have.

      This means everything. Front end,

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