No matter how you slice this one, it's not good. See, stores may build results and get things done bottom up. But unless things changed since the close of business yesterday, your store is managed top down. And the fact that you know things that your GM doesn't won't allow you to get far or make as much as you can.
While information is power, a powerful engine that's not started can't get you anywhere. Most stores operate today without the proper information at the management level, especially in regards to Internet department/lead management operation. It is in your best interest to make sure management knows what's going on. And yes, while it is their responsibility to understand, it's your responsibility to inform.
While it is so easy to claim that you're too busy, can't get the time, don't see eye-to-eye and a hoard of other excuses to not getting real face time, you have to spend time with the top dog at the dealership. A few things that may pay great dividends in the 'support the Internet cause' meetings you have include:
1. Performance snapshot
- lead performance, website issues, vendor status, training and resource needs
2. Marketplace issues
- competitive forces, blind shop results, guest feedback (which means actually ask questions)
3. Opportunities
- Technology, new services/vendors, SEO improvements, competition asleep at the wheel
And the best way to do this (at least weekly) meeting is to come prepared. Not complaints without possible solutions, whining that you 'just can't do more', defensive stances or typical non-productive time. You have to know what's happening, show that you're acting in the best interest of your store, show him/her the 'win-win' and have a Plan B in the event that you don't get what you ask for.
Be careful not to guarantee a bunch more sales if they "spend just a little more each month". News flash: every GM has been through that. Look to create buy-in by leading your GM to water, making things their idea (you don't care about credit as much as you do the paycheck!), demonstrating a solid business case and talking about value, advantages and benefits that should result. If you don't think you can pull it off, here's a hint: bring in a consultant for one day. (psst: it's worth it!)
Make sure your management, especially your GM (or owner if you have the Bat-Line) knows what is happening in the Internet department...you know, it's that 'trend' in your store that is just going to disappear over the next 3-6 months...right???
Best practices: Professional Insight, Powerful Results



Debate All You Want...It's Up To Washington...
Believe it or not, the auto industry and it's very immediate neighbors have always made the decisions. Whether it's to build large trucks or small cars, release vehicles from production with known problems or not, pay someone $60 an hour for a $25 an hour job, it doesn't matter as it was decided by the companies.
The 'Big 3' haven't listened too well to customers (and in some cases vendors) either, even though some listen better than others. And now, amidst some of the toughest times ever, our beloved industry must listen to no less bureaucratic 'stuff' than the unilateral decisions made inside Ford, GM and Chrysler offices for years. Right now, we have no more influence on what happens with a potential bailout than every car dealer in the country actually listening to a consultant of company trying to apply new sales processes in their stores or having them switch their marketing to completely online.
Politicians will decide the fate of Detroit (and the immense trickle-down effect) regardless of what you and I think. It's already happened with Wall Street. More than ever, regardless if the top executives listen, we can only 'vote' with our wallets. And in case you haven't listened to or read the news lately, Americans are keeping their money in their pants, purses and mattresses.
We will all have to wait and see. It's not easy to watch this painful episode play out for so many reasons. Because now a whole lot of people (us) have to wait for a few people (them) in Washington to decide what happens next. So in the meantime, keep selling cars and do it better than you did yesterday.
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