Articles for Personnel - SF
Friday, October 29, 2010
Throughout periods of restructuring when people are being shifted, promoted or hired, I get questions about compensation plans for the SF manager and/or SF department. Generally, what I hear is, “How are we supposed to pay them?” or “What is the benchmark for compensation for a SF manager?” Unfortunately, the question isn’t quite that simple.
Wednesday, March 10, 2010
Brett Boatright - You know the sales rep who says, "When I’m a manager, I will never be like this jerk I work for." Although, the minute they get promoted, they become the same jerk. Why does this happen? The simple answer is: It's all they know!
Monday, January 04, 2010
I am often amazed at the differences between dealerships. Why do some dealers hit such high levels of success and others struggle? Why do dealerships do well for the first year or two, and then numbers drop off?
Friday, August 01, 2008
Kris Wright - Don’t Panic. The market is tougher than I have ever seen it. The old days are back—big fees, low advances, short terms and high interest rates. Thanks mortgage market for causing this overcorrection.
Sunday, June 01, 2008
Jack Lintol - As the old saying goes, “The reward for a job well done in the car business is a minor adjustment in pay,” and it’s usually not an upward adjustment. How many of us have asked someone the question, “Why did you leave that dealership?” only to hear, “because ‘they’ cut my pay”.
Sunday, June 01, 2008
Kris Wright - Pay plans should evoke teamwork. Many stores I visit have pay plans where everyone gets paid from sales gross regardless of where it is derived from.
Sunday, June 01, 2008
Kevin Day - Just after the turn of the century, mighty Wal-Mart (yes, that Wal-Mart, the world’s largest retailer) entered the used car market. This amazing saga began as a joint venture between Wal-Mart and an established dealer group called Asbury.
Saturday, September 01, 2007
Every dealership needs to focus on employee satisfaction and support, as a means to reduce costly turnover and increase productivity. The revolving door for sales personnel must stop.