it's not necessary to change. survival is not mandatory. - Media ...

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survival is not mandatory — continued Most employees are tuned into that old radio station WII – FM (What’s In It – For Me) A new process or technology may indeed add thousands of dollars per month to a dealership’s bottom line. That’s great for the dealer, but what do the employees get out of it? Take the service manager, for example. Switching to a new DMS would definitely be a pain for him because he probably gets paid a bonus based on the amount of gross profits he generates in the service department. If a new system is implemented, it’s going to take a lot of time to learn it, which takes time away from other activities that generate profits. Office managers are notorious for objecting to a DMS switch. Their life can be pretty miserable throughout the entire process, and is their pay changing for the better? Probably not. So where’s the incentive to change and learn a new system? Extrapolate these examples out to everyone else in the dealership; the parts manager who is used to the inventory system, the salespeople who are used to and like their CRM, etc. No wonder there’s an uproar, and no wonder dealers throw up their hands and say they can’t change. Yet, wouldn’t a more profitable dealership ultimately benefit all the employees too? By Changing Nothing, Nothing Changes Dealers, your name is on the sign and you are the decision maker. Yet you are also part of a team. You want to do what’s best for you and your bottom line, but you don’t want to upset everyone else on the team. Is it possible to do both? Of course, but the trick is to find and offer something unique to each team member that will help them accept the change. Tell them what is in it for them. For service managers, the extra savings or revenue could be used to purchase more lifts and hire more technicians. For parts, it could be extra cash to stock more inventory; for sales, it could be more money spent on advertising; for the office manager, it could be a bonus. One thing’s for sure. By changing nothing, nothing changes. In today’s increasingly transparent world, dealers must be proactive in looking for ways to increase profit margins. More efficient processes and new technologies are the way to do it; but buy-in from the team is necessary to make them—and your dealership—successful. Mike Esposito is President and CEO of Auto/Mate Dealership Systems, a leading provider of dealership management software (DMS). Mike can be contacted at (518) 371–4331 or via e-mail at mesposito@automate.com or follow him on Twitter at @AutoMateDMS. Auto/Mate is a DMS “designed by car people , for car people,” and features easy-to-use, fully integrated modules to suit all dealerships. “My focus is running my dealership—not worrying if my business is protected or how to generate income in my finance department. Zurich lets me do that.” One insurance company for your business insurance and F&I product needs In 2011, more than 1,300 dealerships purchased both business insurance and F&I products from Zurich. Products such as our Unicover ® policy, which packages most of the coverages needed by dealerships into one policy. Or our Streamlined Selling System ® , which can help you drive increased F&I profit. One company for all your needs, backed by 90 years insuring dealerships. Call Jeff Dian, Regional Sales Manager, at 630-215-3892 or visit www.zurichna.com/SDA1 for more information. Visit FandIResourceCenter.com to register for our complimentary on-demand webinar – “Six Principles of Success in the New Economy” Insurance coverages and non-insurance products and services are underwritten and provided by individual member companies of Zurich in North America, including Universal Underwriters Insurance Company and Universal Underwriters Service Corporation. Certain coverages, products and services are not available in all states. ©2012 Zurich American Insurance Company 10 ILLINOIS AUTOMOBILE DEALER NEWS www.illinoisdealers.com
the next level is here are you ready? track more bring back more close more with The Higher Gear Group showroom, customer relationship & lead management system Our system drives a superior level of control and accountability right to the very core of your dealership’s sales, prospecting and trade-cycle management process. And the best news: your employees will almost immediately see how it can help them become even more successful—what are you waiting for? Call for a FREE consultation and demonstration The Higher Gear Group Schaumburg, IL 60195 tel 847.843.6800 sales@highergear.com www.highergear.com No Contracts— WE WILL EARN YOUR TRUST AND BUSINESS—EVERY MONTH! - Robert C. Gruen, President Showroom | Customer Relationship | Lead Management System 11
Page 1 and 2: A Publication of the Illinois Autom
Page 4 and 5: CONTENTS Vol. 20 No. 4 Illinois Aut
Page 6: IADACHAIRMAN’SLetter | BY JIM LOM
Page 9: It’s Not Necessary to Change. Sur
Page 14 and 15: Getting the Jump on Financial State
Page 16 and 17: getting the jump — continued and
Page 18 and 19: di-zas-ter (n) a calamitous event,
Page 20 and 21: usiness “checkup” — continued
Page 22: Accounting Woodward & Associates, I

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