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Posts with resistance tag.
When The River Runs Dry…Pave It!

Retrench! Dig in! Block and tackle! Just wait! Awww bullshit…. More and more today it seems that the chasm between the "doers" and those choosing "planned obsolescence" is growing. You hear a lot of good stories out in the field about who's doing what and which dealers are killing it. Then the numbers come in. Reality check.

So why is it that there are dealers growing market share (the minority) while there are those than seem to want to accept and participate in a challenged market (majority)? With everything facing dealers today, and it's a bleepstorm, it seems that the path of least resistance is the one leading the wrong way. Resources, blogs, data, events/conferences, outside assistance and more, are readily available. And to the point that they're so underused, they're essentially abused.

Have you hit the end of your rope? Down-sized to the point that your store is no-sized? Pushed the factory guy back on allocation to the point that they're giving you 365-day terms just to take cars? Listening to your 20 Group buddies' stories of success and smiling while shrinking in the back of the room? OK, so stop it. If the river is dry…why not pave it? Heck, make it a raceway!

There are no silver bullets but there are a number of effective shortcuts, that get you to where you want to be. No matter what your newspaper sales rep or the online inventory advertising company reps tell you, that's not where the customers are. Sure, they go there after they end up feeling like they can't get a straight deal, attention and common courtesy starting with your website or showroom. Sorry….

Yep, the proverbial question: how do I pave the dry river?

Lead responses: effective, in the shortest possible time. with validation, options and the most engagement that drive the strongest replies, appointments, profit anad retention.

Events: inexpensive, regular, value-based, informative, community-engaging, need-supporting, fund-raising, cooperative and non-self-serving.

Social media: Compelling, revealing, engaging, fun, relevant, contextual, intuitive, brand-building and even a bit giveaway-ish for the "what's in it for me?".

You see the river can be paved fastest when it's filled by things that consumers are looking for. What doesn't pave the rider, or fill your showroom, or get the phone ringing is what's been used for the longest time: lost leaders, false advertising, packing (especially recently), full-page ads, large traditional media spends, bait-and-switch and everything else that you know is despised by consumers (and us really).

Here's a wake up call: no matter how much the river fills with water soon (if you're waiting) or how nicely you can pave it, do things differently. "Old guard" stuff, as nostalgic as it is, is about as good for the auto industry as tainted meat is for McDonald's, faulty engines for Boeing and corrupt processors for Dell. So stop accepting, if not endorsing, it.

Paving the dry river bed takes strategy, commitment, insight and foresight, transparency and a willingness to change the size, shape and location of the sandbox. What do you have to lose? Not as much as you have to gain!!!!

Pave it like you own it….

Best Practices: Professional Insight, Powerful Resutls

The Letters Of Success…Acronym Style (Sort Of)

It's important that, from time to time, we stop to focus on the principles behind the goals we're aiming for in business and delivering the best customer experience. No matter what you're selling, you have to believe in what you do 110% and your business needs effective management, tools and support. Success comes from doing things over and over again, learning perpetually, listening intently and doing those things always.

Too often in 'our' industry there is a reluctance to look forward since the 'past' worked so well (sounds like a cop out to me!). In an attempt to bring us back to reality, here are some ways to think about the fundamentals in a way that hopefully works for you…

P
ractice
Responsible
Overall
Customer
Engagement through
Sales and
Service

Being
Responsible
Advocates of
Name and
Dedication

Keep
N
earby:
O
pportunity
W
illingness
L
istening
E
ducation
D
edication
G
uidance and
E
xperience

Total
Employment of
Comprehensive tools
Handling
Needs:
Ongoing
Loyalty
Outreach and customer
Generation for
You

It's a must for suppliers, not just retailers:

Validate
Every
Need and
Direction
Of your
Retailers

This one is a little blatant (and selfish) but you'll surely get the point:

Considered
Other
Non-performing,
Senseless ways and
Ultimately
Learned
That I
Absolutely
Need
To hire one

All humor aside, it is critical to aim for success, build environments for success and be part of success. Remember that you don't find success (and it doesn't find you), you create it. One of the most niche products I've come across in the past 20 years is Camelback's hydration pack. They carved out quite a following. Their slogan? "Hydrate of Die". True: if you don't hydrate, you will die! And if you don't find a way to learn, do things differently (not just for the sake of it) and plot your course for success, you will die. Failure is part of success. Resistance, running, avoiding and simply burying your head in the sand, however, are futile.

Lead, be great, plan and succeed!

Best practices: Professional Insight, Powerful Results