Increase Your Business
Eliminate Departmental Barriers
Lynn Bradfield
When You Wake Up in the
Jungle…
Increase Your Business
Eliminate Departmental
Barriers
Every morning in Africa a gazelle wakes up. It
must outrun the fastest lion or it will be
eaten.
When You Wake Up in the
Jungle…
Increase Your Business
Eliminate Departmental
Barriers
Every morning in Africa a lion wakes up. It
must outrun the slowest gazelle or it will
starve to death.
So……
Increase Your Business
Eliminate Departmental
Barriers
The Moral of the Story is……no
matter who you are, when you
wake up in the morning….. You’d
better be RUNNING!
It’s all about Speed,
Execution and Coordinate
Actions
What can you do within your
dealership to increase
business?
…for
Increase Your Business
Eliminate Departmental
Barriers
sales?
…for service?
…for parts?
…for your marina?
Dealership Departments
Increase Your Business
Eliminate Departmental
Barriers
Sales
Service
Parts
F&I
CUSTOMER EXPERIENCE
Dealership
Office
Marina
What is a "CONNECTOR” ?
•
Increase Your Business
Eliminate Departmental
Barriers
•
Webster’s Definition:
1. To join or fasten together usually by
something intervening
2. To place or establish a relationship
Our definition:
– A process used to connect
customers to every department
at the dealership thus creating
one seamless experience
All The Reasons Why Not..
Increase Your Business
Eliminate Departmental
Barriers
Manager
Roles
Employee
Roles
What Can You Do ?
Increase Your Business
Eliminate Departmental
Barriers
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•
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Eliminate Barriers
Establish cross functional roles
Create the right atmosphere
Knock some walls down (real and imaginary)
Get everyone involved
Then expand current and
create new
“CONNECTORS”
Connectors – Sales to Service
Increase Your Business
Eliminate Departmental
Barriers
Connectors
Connectors
Take a minute and….
List three things that your Sales
department does to help send business to
your Service department
Increase Your Business
Eliminate Departmental
Barriers
Your Connectors
Sales to Service Connectors
Increase Your Business
Eliminate Departmental
Barriers
Currently in Place:
1._________________________________
_________________________________
2._________________________________
_________________________________
3. _________________________________
_________________________________
New Connector Ideas
Sales to Service Connectors
Increase Your Business
Eliminate Departmental
Barriers
Ideas to Consider:
1._________________________________
_________________________________
2._________________________________
_________________________________
3. _________________________________
_________________________________
4. _________________________________
_________________________________
5. _________________________________
_________________________________
Connectors – Service to Sales
Increase Your Business
Eliminate Departmental
Barriers
Connectors
Connectors
Take a minute and….
List three things that your Service
department does to help send business to
your Sales department
Increase Your Business
Eliminate Departmental
Barriers
Your Connectors
Service to Sales Connectors
Increase Your Business
Eliminate Departmental
Barriers
Currently in Place:
1._________________________________
_________________________________
2._________________________________
_________________________________
3. _________________________________
_________________________________
New Connector Ideas
Service to Sales Connectors
Increase Your Business
Eliminate Departmental
Barriers
Ideas to Consider:
1._________________________________
_________________________________
2._________________________________
_________________________________
3. _________________________________
_________________________________
4. _________________________________
_________________________________
5. _________________________________
_________________________________
Connectors –
Service to Parts
Increase Your Business
Eliminate Departmental
Barriers
Connectors
Connectors
Take a minute and….
List three things that your Service
department does to help send business to
your Parts department
Increase Your Business
Eliminate Departmental
Barriers
Your Connectors
Service to Parts Connectors
Increase Your Business
Eliminate Departmental
Barriers
Currently in Place:
1._________________________________
_________________________________
2._________________________________
_________________________________
3. _________________________________
_________________________________
New Connector Ideas
Service to Parts Connectors
Increase Your Business
Eliminate Departmental
Barriers
Ideas to Consider:
1._________________________________
_________________________________
2._________________________________
_________________________________
3. _________________________________
_________________________________
4. _________________________________
_________________________________
5. _________________________________
_________________________________
Connectors –
Parts to Service
Increase Your Business
Eliminate Departmental
Barriers
Connectors
Connectors
Take a minute and….
List three things that your Parts
department does to help send business to
your Service department
Increase Your Business
Eliminate Departmental
Barriers
Your Connectors
Parts to Service Connectors
Increase Your Business
Eliminate Departmental
Barriers
Currently in Place:
1._________________________________
_________________________________
2._________________________________
_________________________________
3. _________________________________
_________________________________
New Connector Ideas
Parts to Service Connectors
Increase Your Business
Eliminate Departmental
Barriers
Ideas to Consider:
1._________________________________
_________________________________
2._________________________________
_________________________________
3. _________________________________
_________________________________
4. _________________________________
_________________________________
5. _________________________________
_________________________________
How Do You Create Your
Own Connectors?
Increase Your Business
Eliminate Departmental
Barriers
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•
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Create the RIGHT atmosphere
Managers LEAD BY EXAMPLE
ALL ideas are good
Get EXCITED
Do ONE set of connectors
at a time
Involve EVERYONE
Select Connectors and
Implement
Increase Your Business
Eliminate Departmental
Barriers
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•
•
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Low hanging fruit
Ideas that have the biggest bang for the buck
Set expectations
Provide Continuous support
Monitor your progress
Keep everyone involved
What else
Make It Real...
Develop an Action Plan
Increase Your Business
Eliminate Departmental
Barriers
Area Of Opportunity (Circle1):
Sales
Service
Parts
Marina
Action Steps:
1. What do you want to Implement?
_________________________________
_________________________________
2. Who Needs to be Involved?
_________________________________
_________________________________
3. When do you want to Start?___________
4. Are there any barriers?_______________
_________________________________
Map Your Process
Increase Your Business
Eliminate Departmental
Barriers
To ensure everyone understands
and supports your connector
efforts try process mapping them
and share them with all your
employees
Connectors Are In Place…So
When Do You Pitch Them?
Increase Your Business
Eliminate Departmental
Barriers
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Sales verses Service?
Meet & Greet?
Boat status update?
– Phone
– Waiting room
Exit?
Develop Your Own Pitch!
• You have decided
what you want to do
Increase Your Business
Eliminate Departmental
Barriers
• Make sure your
committed and have
buy-in
• Try it out and modify it
until it works
It’s time..pitch it and make
it….
A HOME RUN!!
Increase Your Business
Eliminate Departmental
Barriers
Thank You!
Lynn Bradfield
989-948-1578
[email protected]