Transcript Alan Ram - 18th Digital Dealer Conference & Exposition

90 Days to 100 More Cars;
Proven Strategies to Supercharge Your
Business
Presented by: Alan Ram
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
ALAN RAM’S BIO
•
Honorable discharge United States Marine Corps 1985-Tank
Crewman
•
•
Over 20 years in the Automotive Solution Business
Management By Fire Workshop endorsed and promoted by
NCM Associates
•
Foundation trainer on the all new NCM OnDemand
•
Original partner NADA University
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
“We are what we
repeatedly do. Excellence
then is not an act, but a
habit” –Aristotle
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
“Separation is in the
preparation.” – Russell
Wilson
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
Expense Control?
Most dealers biggest expense
is missed opportunities to do
business
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
Is your website secretly killing you?
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
Future Ford
Roseville
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
Many of your BDC’s are a
failure of training
(Relax, yours is probably the exception)
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
Philosophical Problem
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
EXPENSE!
You’re hiring a second group
of people to do what the first
group should have
been doing
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
Checkmate Facts:
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
Checkmate Facts:
1. Customers today are more
informed than ever!
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
Checkmate Facts:
1. Customers today are more
informed than ever!
2. Nobody will want to sell for you!
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
Checkmate Facts:
1. Customers today are more
informed than ever!
2. Nobody will want to sell for you!
3. Customers don’t want it!
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
Train your people to do the
jobs you hired them to do!
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
Training = Work
• Education
• Simulation
• Accountability
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
Focus on creating a culture
of Business Development first!
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
Quit sending your staff
conflicting messages!
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
Quit sending your staff
conflicting messages!
- Your open floor has got to go!
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
Quit sending your staff
conflicting messages!
- Your open floor has got to go!
- Re-think your spiffs
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
Have you ever had to bribe
your kids to get them to eat
their candy and ice cream?
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
Consider your
culture first!
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
How do you increase gross
average per retail unit?
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
Car Dealer Family Feud
1
2
3
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
Car Dealer Family Feud
1. SELL THE VALUE
2
3
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
Car Dealer Family Feud
1. SELL THE VALUE
2. U/A THE TRADE
3
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
Car Dealer Family Feud
1. SELL THE VALUE
2. U/A THE TRADE
3. DON’T TALK PRICE ON THE LOT
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
How do you increase gross
average per retail unit?
Answer: Get to customers before
they get to you
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
Best Ambush Opportunities
• Sold customers
• Service customers
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
“When Alan and I first launched his training at our Used
Car Factory, he asked me what I would consider
success. My answer was 100 additional units per
month. Three months later we’re there. Over 600 units
per month! My people drive traffic now!”
Rick Ricart
General Manager
Ricart Automotive Group
March 2013
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
Action Items
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
Action Items
• Don’t let your website turn your buyers into
shoppers
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
Action Items
• Don’t let your website turn your buyers into
shoppers
• Train your people to do their jobs!
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
Action Items
• Don’t let your website turn your buyers into
shoppers
• Train your people to do their jobs!
• Focus on creating a culture of business
development
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
Action Items
• Don’t let your website turn your buyers into
shoppers
• Train your people to do their jobs!
• Focus on creating a culture of business
development
• Your open floor has got to go!
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
Action Items
• Don’t let your website turn your buyers into
shoppers
• Train your people to do their jobs!
• Focus on creating a culture of business
development
• Your open floor has got to go!
• Re-think your spiffs
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
Action Items
• Don’t let your website turn your buyers into
shoppers
• Train your people to do their jobs!
• Focus on creating a culture of business
development
• Your open floor has got to go!
• Re-think your spiffs
• Increase gross profit per retail unit by taking
advantage of ambush opportunities
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
Please call (866) 996-4665 to schedule a 15 minute
demonstration of our ADAPT Virtual Trainer and to find
out about specific Digital Dealer pricing!
OR
For information on our Management By Fire Workshops
Cell: (858) 248-0100
alan@alanram.com
Follow me on Twitter! @TheAlanRam
Add me on Facebook! Alan Ram
Alan Ram | Alan Ram’s Proactive Training Solutions | President & Founder | alan@alanram.com
Contact Info
Full Name:
Alan Ram
Company:
Alan Ram’s Proactive Training Solutions
Job Title :
President & Founder
Email:
alan@alanram.com
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