Why Overproductivity is Counter-Productive for Women in Business
I was employed as one of the first female executives in a male-dominated industry. To say this was a challenge is an understatement. While I was very experienced in my role, was provided a great team of 40+ direct and indirect reports, had an ample budget, and latitude to design and implement a new vision, it was still an uphill battle. The organization was fundamentally a “good ol’ boys” club, and I was neither old...
Pricing and Profits
Ahhhh, the age-old dilemma that has become part of every type of business, especially dealers. Never goes away and becomes part of every sales meeting whether it is on the agenda or not. And that topic would be PRICING. What got my attention about pricing recently is an article written by April Maguire titled “Name Your Price” which covers every type of pricing scenario available and then some. It also contains some thought on...
2020 planning
Many dealers in our industry operate using a fiscal year that mirrors the calendar. If you are one of these dealers, I’m sure that by now, some if not all of you have started your internal budget planning for 2020. Over the years, my observations of how dealerships usually create a yearly plan have run the gamut. Some dealers use this opportunity to truly engineer initiatives and improvements. Others employ a process that simply...
Making your customers happy is not enough
What’s the difference between a traditional customer and a customer as a partner? About five times the business. “Partnerships are the way of 21st century customer service. Just treating the customer well isn’t enough.” says Chip Bell, author of the book, Customers as Partners, “Customer delight is a dead-end street.” Chip Bell should know. He has served as a service quality consultant for such companies as GTE, Shell Oil, IBM and...
Leadership in change and uncertainty
Adapt and Thrive in any environment Successful leadership requires navigating your organization through periods of change and uncertainty. Learn how to do this well, and you can adapt and thrive in any environment. Bob Electro was the CEO of Electro Brothers, Inc, a manufacturer and distributor of electronic components. After many successful years, the strategies and tactics that once worked well were failing. Bob’s trusted...
The One-Day Dealer Conference offers over a week of training in a day
Want a crash course on dealership aftermarket offerings, dealer field-based technician autonomy, tax updates, learn the new lease standards, best practices for credit reports and trade payment services, exit strategies, ESOP benefits and tax savings, understanding fiduciary responsibilities just to name a few of the sessions? Industry publications Material Handling Wholesaler and Material Handling Network are presenting a One-Day...
Is your personalization approach actually personal?
It’s really fascinating to speak with organizations about their personalization strategies. They speak often about things like “customized content” or “customized products”, where a customer can select a unique product color, or filter specific content they want to see on your platform. But is this really personalization? True personalization is actually centered around knowing the customer, not simply...
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