Hey, managers! In the automotive world, success often seems dictated by external factors—market conditions, manufacturers, and even global events. It’s easy to feel like your dealership’s performance is at the mercy of forces beyond your control. When COVID hit and the car shortage followed, many dealerships felt like they were stuck, waiting for the market to decide their next move. But here’s the truth: you don’t have to be managed by the marketplace.
What if I told you that your dealership can thrive in any market, regardless of what’s happening outside your doors? The secret lies in taking control of your dealership’s next level and managing your opportunities. You can elevate your dealership’s performance the same way you’d elevate an individual salesperson—by focusing on what you can control and committing to a higher standard.
Most Dealerships Are Reactive—Don’t Be
In many dealerships, the only thing that moves them to the next level is the market, the manufacturer, or shifts in the culture. A new car model arrives, sales go up. A global event happens, and the entire industry shifts. Most showrooms simply react to these changes, hoping to keep up.
But the dealerships that consistently thrive have something different in common: they don’t wait for the marketplace to dictate their next level. They understand that waiting for external forces to improve their business is risky, unpredictable, and ultimately unsustainable.
So, what’s the alternative? Take control. Just like an individual salesperson doesn’t need to be managed by the marketplace to hit their goals, neither does your dealership. You have the power to proactively manage your next level by focusing on your internal strategies, paying attention to your opportunities, and committing to a higher level of execution. I invite you to watch this week’s video, as we share with you the four steps to thriving in any market.
Step 1: Commit to a Higher Level
The first step to taking control of your dealership’s future is to commit to a higher level. This means you decide, right now, that you are not going to rely on the market, manufacturers, or external trends to determine your success. You and your team are going to create that success yourselves.
This commitment isn’t just about setting goals—it’s about raising your expectations and holding yourself accountable to higher standards. Think about it: the dealerships that succeed regardless of market conditions are the ones that constantly strive to do more, to be better, and to push the envelope. That’s what it means to commit to a higher level.
Step 2: Don’t Be at the Mercy of the Marketplace
While the marketplace can be unpredictable, your dealership doesn’t have to be. By taking control of your own performance and refusing to be at the mercy of external factors, you can position yourself to thrive in any market.
This involves a mindset shift: instead of reacting to what’s happening around you, you start managing your own opportunities. You focus on what you can control—how your team engages with customers, how you manage your inventory, and how you maximize every opportunity that comes your way. When you manage the things within your control, the marketplace becomes a secondary factor—not the primary one.
Step 3: Manage Your Opportunities
One of the most important aspects of thriving in any market is mastering the art of managing your opportunities. This means paying attention to every single customer that walks through the door and maximizing the potential of every lead, every interaction, and every follow-up.
Ask yourself: How productive is your team with each customer that enters the dealership? How well are they closing deals, not just in terms of volume but in terms of customer satisfaction and long-term relationships? These are the details that move the needle for your dealership, regardless of what’s happening in the broader marketplace.
Step 4: Focus on Every Vertical
Finally, to take control of your dealership’s next level, it’s crucial to pay attention to every vertical in your business. This means considering every revenue stream—whether it’s new car sales, used cars, parts, service, or financing—and ensuring that each one is being maximized.
When you’re aware of how each department operates and how they interact with customers, you can identify areas for improvement and growth. It’s not just about selling more cars; it’s about being more productive and efficient in every part of your dealership.
Thrive in Any Market
At the end of the day, the key to thriving in any market is recognizing that you have the power to manage your dealership’s success. Commit to a higher level, refuse to be controlled by the marketplace, manage your opportunities with precision, and pay attention to the details in every vertical of your business.
The dealerships that take control are the ones that not only survive but thrive, no matter what external factors may come their way. So, take charge of your next level today and watch your dealership rise above the rest.
Tell us in the comments: What’s the first step you’re going to take?