What I am about to explain to you will change your life if you are at all frustrated with your store’s performance?
It may sound strange but usually performance issues arise from a lack of feedback to the workgroups contained within your operations. I use the term workgroups because there are numerous groups of employees in your dealership that need feedback to perform optimally. These groups of employees (workgroups) include:
- An Individual
- A Team – (usually front end sales teams but this can include techs and other employees).
- A Department
- A Store
- Same stores – a workgroup important for comparing Year over Year (YoY) results.
- A Division – ( a group of stores by franchise or geographical location)
- A Region – ( usually geographical)
- A Country (if you have stores in different countries)
How would you like to improve the profitability of all your store or stores right now?
We will need to use your data from your DMS (Dealership Management System) extracted properly for analysis and presented in a way that ranks your workgroups. The following SharePoint Online interactive report has a tab that ranks the performance of two workgroups; stores and individual F&I Managers:
The premier business data presentation platform, SharePoint Online, is free with the Enterprise Office 365 subscriptions. With SharePoint Online you can control who is able to see each individual report based on their logon. Those who don’t have permission will not even see the report link on the site.
Feedback is extremely important if you want your employees to improve. If your employees don’t get feedback they will either:
- Get the data on their own or ask for it or,
- Just maintain the status quo (under-performing) or,
- In all cases, leave your employ.
The sad part is, the good ones leave (because they are not recognized) along with the not-so-good (because they are not motivated).
We need to take advantage of a person’s or workgroup’s natural competitive instincts!
Critical to reaping the performance improvement that feedback can create is ranking the workgroups. Feedback can also be fine using objectives but that doesn’t get the competitive juices flowing. We have to rank them!
In my experience, when you rank workgroups they all rise, even the bottom individual or workgroup. That’s because everyone wants (on some level) to do good.
There are three steps to making this happen:
- Automate the Collection of the Data.
- Train your CFO and Controllers on how to use the latest tools to analyze the data efficiently
- Train your CFO and Controllers on how to create reports with the latest tools and publish them to SharePoint and Office365.
I have a lot of experience with CDK, InfinitiNet and DealerTrack and so that is what I will stick with here. You can access your data on these platforms but I am not so sure about Reynolds anymore.
To automate the collection of your data all you really need is an ODBC connection, some knowledge of the DMS data model and a subscription to Microsoft Azure. You would then ask someone like me to write a PowerShell script to run on your server to extract the data from the DMS at least daily and move it to a SQL Azure database (or on-premise).
You can skip this step if you are on CDK and you have signed up for their wonderful MDA (Managed Data Access) or DDA (Dealer Data Access) product. Those products serve up daily refreshes of data on a PostgreSQL database on your CDK server already.
CFOs and Controllers and even advanced Business Managers are the ones to analyze the data and create the reports. They need training and I will be setting up some courses here in Las Vegas to train them. I don’t advocate having IT people do this because they just don’t have the knowledge of how these numbers are generated; where they come from and how they inter-relate. So they need training in:
- The DMS data model i.e., where the data resides and what transactions put it there.
- How to use Excel 2013 and 2016 with PowerPivot and PowerQuery and other tools to create interactive reports so they refresh automatically when the underlying data is updated. You don’t want a set of gorgeous reports that require your people to manually update them. We will let SharePoint Online handle that.
Because this data is confidential and because we need to make sure it is correct this step also falls on the responsibility of the financial side of the business. I recommend this be handled by the CFO, Controller and/or Business Manager. In larger dealer groups the CFO or Controller can hire someone with this expertise but they need to understand car dealership transactions and accounting. There are two kinds of reporting in the dealership ( I teach all the competencies needed for both):
- Permanent periodic reports. These include rankings, Over-Age Inventory, Heat sheets, A/R Aging, CIT, Incentives, Upcoming Lease Terminations Reporting etc. These reports need to be built once and automated by reporting in their own SharePoint page with automatic refresh with proper permissions.
- Ad-Hoc reports. These are reports that you need to create one time or on-the-fly to do analytics prior to making a major business decision. In either case properly trained financial people need to prepare them.
I will be sending out an email announcing a seminar in the spring to lay this out for Dealers, CFOs and Controllers in detail. If you want to be on the list you can email me at jdonnelly at jdonnelly dot com or give me a call at 702.498.8777