Where Did All the Fun Go in the Auto Business?

As a sales rep, our day started with a quick twenty minute meeting at 9 am sharp. If you were late you missed the meeting and had a talk with the manager later.

The F&I manager started off by thanking everyone for a good job and doing all the paper work correctly. If he needed any thing he would say it and we would do it. This took about two minutes.

The used car manager was next. He told us we are doing great . He told us what was new and what was wholesaled. He asked us if any car had any problems he should know about. He wrote them down and took care of them right away. Any car that was getting close to sixty days, he would put some kind of bonus on and he wished us luck. If he could help or we had any problems, "Come see me" were his words.

The new car manager was next and asked us "What did you do to sell that car (the last one you sold)?" "How did we get that big gross? "What did you do to sell three cars in one day?" He was always positive. He asked who sold a car from appointments and who has some appointments today.We then had a sales rep do five minutes of training on something. This was planned ahead so everyone knew to study.

Fun time. The biggest gross of the week got twenty bucks and it was on the eraser board and we talked about it every day for a few seconds. We had dice rolls for any thing at a dollar a point - biggest gross of the day, smallest gross, someone who had a tough sale and didn't sell it but gave 100% and so on.

The GM carried a deck of cards. Every time he saw someone doing something or helping someone, that person got to pick a card. He marked it on a sheet of paper he had with him. Everyone had their cards marked on the board in the conference room. The winner at the end of the week got a free lunch. We had balloons blown up to about four inches that we threw darts at. Inside were the prizes - shirt, tie, belt, pay one dollar and so on.

We had a lot of things going on all the time besides our bigger bonuses. Those were always paid on the increase of each sales reps. Just seemed like you always had a chance to be rewarded and be a winner. Wasn't how much we got, it was doing the right thing and getting a little something extra for it. I believe this helped us to be the number one Toyota dealer in all Mid Atlantic region for many years. It's not how much you give it's how many times you give it.

Where has all the fun gone?

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Comment by Fran Taylor on August 11, 2011 at 12:26pm: You just brought back great memories of how much fun and accountable we were having when I sold. You are right on about some dealers doing the fun part. The appointment board in the managers office was a tremendous help for all of us. The GM let us all know when we didn't have one too. The big SOLD across the appointment meant appointments work. Yes we were a team and I was lucky to experience that. In looking back I think this was a major part of me selling 50 cars a month. Thanks my friend.

Comment by Pete Grimm on August 11, 2011 at 11:15am: Your managers knew how to motivate. Your dealer allocated a small amount to fund these activities. You were part of a team, things worked, people cooperated. You probably had a detailed sales board that was maintained up to the minute, a plan for every day that included who you were following, what prospecting you would do. You probably KNEW where your next one, two or three sales would come from. You were in front of the power curve, surfing on the wave, not paddling to catch it. Fun times! So, why did it change? Where did it go? Why can't you bring it back? I'll bet the number one dealerships are still doing these things. It's supposed to be fun.

Comment by Fran Taylor on August 10, 2011 at 3:27pm: Bold statement about managers getting that position by default and I have to agree with you. Seems like the people that worked there way up the ladder have a better grasp about treating people. I do know some GM'S and GSM,S owners sons that are pretty good. In general you are 100% correct. To me it doesn't matter who you are or where you came from as long as you are open minded to doing better. Their is a difference between living in the woods and visiting the woods. Lets do what dealerships who are having fun with great attitudes do. I don't think it's because of special people. It's because they treat their people special. Thanks Robert.

Comment by Bob Farlow on August 10, 2011 at 3:15pm: Fran,

I know the FUN is still here in our business...visit 9319 W.Broad Street in Richmond, VA

Unfortunately in some stores there are too few managers that are focused on the right things or the positive for that matter. This is STILL the greatest industry on the face of the earth...the best kept secret in the free enterprise system for salespersons and managers....and all of our employees for that matter !

Problem is there are too many in our business who are in leadership positions by "default"...not by DESIRE. I remember how BADLY I wanted to be the Top salesperson, then the F&I manager, then a sales manager...a GSM and did whatever it took to put myslef in a position to get there. I had GREAT leaders who made it FUN and put POSITIVE pressure to perform on me...God bless them for that. I learened that lesson (and more) early in my carrer and am blessed to have learned it first hand from so of THE BEST

Lucky for me my Dad was right (as he usually was)..he told me that the majority of people he had seen were lazy and you could outwork 95% of them and I beleived him..... but later found out...he was wrong...that number was more like 99%. Hard work nets results...results make you feel better....results build your confidence and GROWS your PASSION to do EVEN MORE and reach even higher

To quote my good friend Mr. Dave Anderson...if you think you are a leader and no one is following...you are just taking a walk. I would add to that...keep walking and make room for a professional manager and LEADER who can make it FUN for everyone to come to work : ) and earn the wage you deserve...which is still very high in our business.

Thanks for the post Fran !! GOOD STUFF

Comment by Fran Taylor on August 10, 2011 at 12:37pm: I just love the appointment sheet Jerry. Appointment boards are old school like appointments sheet but are still the very best. They keep you focused. It is nice to pay a few bucks on written down appointments that show up from time to time. Marsh I agree ,the fun days can come back to many dealers if they it want too. I still believe the best meetings are the ones who do training mixed with lots of fun and accountability. Thanks guys.

Comment by Marsh Buice on August 10, 2011 at 10:18am: Fran, its the small things that count; like you I remember throwing darts, rolling dice, catching money in the air--all of these years later I remember them like yesterday. The fun is here; as leaders we have to incite a riot of fun again, when we do it will spread like wild fire.

Comment by Fran Taylor on August 9, 2011 at 3:35pm: Well said Stephanie. I like the dodge ball part that usually happens in meetings. If you eliminate that part and be serious later, it will be a more productive meeting. Has to be both training and fun as far as bonuses to keep the momentum going. In other words , what is the total plan for the meeting.

Comment by Stephanie Young on August 9, 2011 at 2:27pm: I was just sharing today with a fellow peer about how I was tasked to bring about some team building for a group of senior and junior executives. There was a huge gap between the senior and junior executives and it was limited progress. I am sure when I was given this task, the concept was something far more formal than a game of jungle rules dodge ball. While everyone was having unconventional fun, the barriers between the two groups started to crumble. New alliances were being formed. Lines of communication were opening up. Sometimes having fun is part of being a winning team.

Comment by Fran Taylor on August 9, 2011 at 2:06pm: Good point Manny. I always went for bonus cars if they had one. I made money on top of money that way . As a GM I sent managers and sales reps on mini weekend vacations. I always paid on the most improved so everyone had a chance. Who ever went on the trip had to bring a 10 by10 photo back. In our fun room [ conference ] above the picture was the words Who's NEXT ?. The owner was really nice and said, I don't care how much you pay out as long as I get mine. It started at the top and I was fortunate to work for him that thought this way.

Comment by MANNY LUNA on August 9, 2011 at 1:42pm: I was just happy with a phone, a desk, and a place to call my Job!!! Never worried about spiffs or any bonuses....

I know that if I did the job better than anybody month in and month out the money would follow! And it did!!!

The fun part was the 3-D's Fran!

Demo, Draw, and the Day Off!