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More often than not, change is necessary to achieve goals. Even if your organization is breaking sales records and bringing in more profit than ever before, I'm sure you can identify some areas that need improvement. Over the next couple of issues, I will share some practical tips to help you on your trek towards making successful and positive changes.
I've come to realize in this high-tech, fast-paced world that we often overlook the simple and rudimentary foundations of success. Positive changes can be as simple as ABC. It starts with attitude.
During the peak season, while having a brief conversation with one of my dealer friends, I asked the common question, "Hey, how is it going?" He replied, "Same old stuff, new day." My question to him was "why?" I was hoping to hear, "It's going great. Our shop is full, parts and equipment are flying out the door, and the phone is ringing off the hook."
I absolutely love the fast pace of peak seasons where customers are stacked 10 deep and demand exceeds supply—it's a wonderful time. Now that I think about it, this dealer friend was the same guy who was complaining back in the off-season about how dead business was.
Our attitudes affect everyone around us, either positively or negatively. Your customers, employees and co-workers often end up thinking the same way you do.
With this in mind, my first suggestion for making a positive shift in your attitude and culture is to simply follow the golden rule and treat others the way you want to be treated. Then, try some of the below ideas to expand your thinking and renew your attitude:
- Read a book. Zig Ziglar writes some uplifting material. You could also read Steven Covey's "Seven Habits of Highly Effective People." Whatever your choice, start reading some quality material and get those creative juices flowing.
- Listen to some motivational tapes or CDs. Zig Ziglar, John Maxwell, Bob Clements and Dave Ramsey are all personal favorites.
- Network with some fellow business professionals. Rotary Club and Chamber of Commerce gatherings, industry meetings, trade shows, etc. are all great places to start. How about this year's GIE+EXPO? Make a point to interact with fellow dealer attendees. You may discover some great friends, ideas and resources to take back home.
- Ask a third party to critique your business. A great question to ask is: "If you became the owner of this business, what is the first thing you would do or change?" I would also ask this question of my best customer. Listen, take notes and thank them for their input. Perhaps a 10% discount on their next parts order, lunch or a gift card would make an adequate thank you for their time.
- Visit other dealerships in your area and region.In my travels, I've always been amazed by just how many different ways there are to operate an outdoor power equipment business. Additionally, you never know when you might find a solution that solves a problem you have had for years. In fact, don't stop with the outdoor power industry. Marine dealers, hardware stores, powersports dealers and even car dealerships can all produce some great ideas for you to apply.
- Arrange a meeting with your distributor and/or manufacturer's reps to brainstorm and come up with ideas that will increase efficiency, productivity, sales, customer/employee retention and profit margins. Most reps see a lot of dealerships, both big and small, and should have some great insight and experience to share.
- Say something positive and upbeat every day to those people in your everyday life. This will help you to establish a positive culture that will spill over onto your customers.
In this technologically advanced age of Internet, i-Pods, PDAs, GPS and the like, simple things can easily be overlooked and choke your daily routines. If your attitude is great and you haven't been sparked to creativity or change just yet, strap on your seat belt and stay tuned for next month's article where I will share the BE attitudes portion of the ABC acronym. It will BE specific and practical, and hopefully help create a positive change. In the meantime, I wish you happy selling and sincere regards.
author: By Jay Gaskins