Can you believe that it’s November already? I don’t want to use the big “C” word yet. I still have a hard time with ghouls and goblin candy being merchandised with industrial-sized packages of bows and ribbons, topped off with cans of cranberry sauce to use with the ones you didn’t use last year. What didn’t we do or use that we could have this year? Are you where you want to be?
Some dealers are having a really good year, while others are still not where they want to be. There was one topic that came up during recent conversations: many dealers are thankful for not being where they used to be. Looking back over the last few years, knowing what you know now, will you do things the same way as before?
If waiting for business to turn around is in your mindset, let me tell you, the dealers that are having the biggest success are business planning more. They are planning for success and being proactive in doing what needs to be done to achieve it.
Having a business plan to follow is not something that is bad, even though many associate doing one with going to the dentist and having teeth pulled. You can’t monitor or measure what you don’t have, and neither can your team, without one. Going to new places requires a map to get you there. Trying to find your destination may take longer or may not be achievable at all without a plan, but if you have one, you’ll probably get to where you want to go. At least you’ll be moving in the right direction!
We have all been through trying times, and we will always have those. That’s part of life. How we respond is what sets us apart. Think about having a map to get you where you want to go this coming year. You might not get to your destination as fast as you want, but you also might find yourself thankful for not being where you used to be. Have a great Thanksgiving.
Mark Mooney is director, retail performance for Pied Piper Management Company LLC, a Monterey, Calif., company that works with motor vehicle manufacturers and dealers to maximize performance of dealerships. One of Pied Piper’s most popular services for the powersports industry is Pied Piper Prospect Satisfaction Index (PSI) sales mystery shopping to help turn more motorcycle shoppers into motorcycle buyers.