Ian Cookson

Aftersales Managers, Do you want to take the next step up into a Head Of Business role? If so, I have a Masterclass that will teach you the Top 10 Sales KPI you need to be aware of when managing a Sales department. I have over 15 years of experience as a Head Of Business and will show you the Top 10 KPI’s. How they are calculated, where to find the results, what good looks like, what questions to be asking and what actions to be taking. This Masterclass will give you the confidence to sit in an Interview and talk competently about the sales department. HOB interviews often include the exercise of being given a set of accounts and being asked what you would do with this business and this Masterclass will give you the knowledge of what to look for and what questions to be asking. There is no one right answer of what you would do in a business from just a set of accounts, but what they are looking for is that you understand the operation of the business.That knowledge is in this Masterclass. Not only that, but investing in your own self development is not just a vote of confidence for yourself but shows the interviewer that you are dedicated to doing the best job possible. Check out the dates via the Link in the comments or message me if you have any further questions.

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"Team" Management Whether in Variable or Fixed Operations, there are “salespeople” on your staff: car salespeople, F&I solicitors, service writers. Managing salespeople effectively requires a blend of motivational techniques, performance standards management, and strategic support to manage their expected contribution to the overall success of the dealership: the contribution to the team. Here are the key items to manage your salesforce … ·        Set Clear Expectations - Define clear performance sales behaviors and process controls, as well as, sales metrics objectives. (How and What) Put it in writing and distribute. ·        Effective Communication - Hold regular team meetings to discuss goals, challenges, and tactics. All based on the expectations that you put in writing (see 1st bullet point). ·        Provide Training and Development - Offer proven training and expect exceptional learning: onboarding programs to continuous process skills development. ·        Performance Skills Monitoring – Continuous coaching (one-on-one and private), skills modeling, peer warm-ups and intentional feedback: all performance skills specific. ·        Incentives - Develop your commission structures and incentive programs, and work hard to maintain consistency. Recognize high performers, and communicate “why” they are performing at a high level. ·        Support and Resources – Equip your sales team with tools and technology to improve efficiency. This does not replace sales skill, just a tool. ·        Lead Management - Implement a fair and efficient lead distribution system: CRM tracking and daily self-managed reporting. ·        Handling Challenges and Conflict Resolution: Address conflicts and issues promptly and fairly. ·        Work-Life Balance - Implement policies that support work-life balance: prevent burnout. Managing a salesforce is more than helping them close the next deal (or get the extra 2 lines on an RO). It’s a function of helping each become more today than they were yesterday. Very important … all performed as a team member: no one person is greater than the team. #performancemanagement #sales #automotive #gsfsgroup #PJLMMC

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Pricing to market is a highly effective strategy that seeks to maximise margin and stock turn. 📈 To truly capitalise on this strategy dealers need to consider local retail pricing alongside national guides to gain an edge on local competition. Our VRM 360 solution helps you do this with a single view of multiple data sources. 🙌 Learn more about how you can complete all your essential valuation, pricing and history checks in one easy to use app: https://lnkd.in/gUbg7hKb #OneAutoAPI #VRM360 #LocalRetailPricing #AutomotiveData

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“They are looking for a man or woman in finance”… 81% of customers finance one way shape or form when buying a car… 🚗 Those same customers have spoken to a lender prior to visiting or contacting a dealership… Don’t think cash, assume finance! 🏦 Total Selling Solutions #dealership #carsales #automotive #training #development #finance #sales #people #totalsellingsolutions

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Are you feeling stressed at present? Many in the UK Automotive dealerships are not achieving their budgeted performance this year, it’s been a tough year so far. One of my messages in my inbox from an old timer says this has been the toughest year. A tyre needs pressure to operate at its optimum, and so do we, it’s pressure that gets us to the bus stop before the bus arrives. Stress is when there is too much pressure, and tyres and humans do not operate at their optimum when there is too much pressure. The good news is that stress is just a perspective issue, and when I help people change their perspective on the issue that is causing them stress, they start to feel free, even though externally nothing has changed. Would you like to feel free from stress? DM me the word FREE and we will arrange a conversation. Or you can keep feeling stressed.

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We've gained some new followers recently, so if you're new to AutoRaise, here's a quick history of how an idea evolved into a charity supporting apprentices and bodyshops in the auto industry. AutoRaise started as a small working group of vehicle repairers who saw the need for a modern apprenticeship standard. What began in 2012 as an initiative between Fix Auto Dagenham and Barking & Dagenham College has now evolved into a charity with a single mission: to promote the vehicle repair industry as a sustainable and rewarding career path. Chris Oliver and a team of leading repairers helped build a new, government-backed multiskilled apprenticeship framework, setting the stage for today’s Trailblazer Apprenticeship Standards. In 2016, this dedicated group formalised their efforts, becoming a Charitable Incorporated Organisation with a mission to bring new talent into the industry. At AutoRaise, we’re all about engaging young people, nurturing apprentices, and supporting the future owners and leaders of our industry. This is just a snapshot of our history. Join us in shaping the future. #AutoRaise #Apprenticeships #AutomotiveIndustry #ShapingTheFuture #cars #apprentices #automotive

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Converting to Autogas Is as Easy as Talking to Your Current Vehicle Shop

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🎉Good news story from one of our users today: 🚘The bodyshop ordered a part which unfortunately went on back order, so, they searched the PartsXchange platform & found the part they needed, which was actually at their own bodyshop! Without using PXC, they would have never known. This would have delayed the repairs and ultimately delayed the customer getting their car back. 🍀In this case, the bodyshop has solved an issue quickly, made this job more profitable as well as being more green. 🗒Loading your unwanted stock onto our platform gives you the opportunity to stock take your parts & sell your parts. 🏆Either way, its a WIN WIN with no expense! #WhenInnovationMeetsApplication PartsXchange The Fastest Growing Bodyshop Marketplace Calum Phillips Millie Hunt ROB WALKER

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Don't miss out on the latest updates in Automotive Qualifications, Reforms, and Apprenticeships at the City & Guilds Automotive Network Event in London on Wednesday, November 20th at 9:30 AM! Secure your spot now! #Automotive #Qualifications #Apprenticeships #LondonEvent #cityandguilds #CityandGuildsAutomotiveNetworkEvent Link below for more details and to get tickets. Sandra Connor Sonal Avda

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🚗WEEKDAY POD🚗   This week on Motor Trade Radio, powered by MOTORS, we’re in conversation with industry guru Steve Young discussing ICDP’s latest European Top 50 Dealer Groups.   Every year, the Top 50 provides an analysis of the financial standing of the biggest franchised groups by turnover, and it has been doing so for 10 years. This means Steve is in a unique position to track the ebbs and flows of individual groups and the ongoing impact of consolidation on the sector as a whole—which is certainly a major theme of the latest Top 50.   Plenty of changes this year, especially in the Top 10. Check out who’s up and who’s down. How UK groups performed. And why Switzerland always punches above its weight.   #AllTheChatterThatMatters on Motor Trade Radio. #automotive Listen here 👉 https://lnkd.in/ebvPaB8c

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My thoughts on the April automotive market It's amazing to think that we're already a third of the way through the year. The positive news is that 2024 has been much better than dealers expected at the back end of 2023. However, the challenge seems to be that the market is definitely lumpy making it difficult to forecast with any certainty. One week seems excellent and the next very quiet. If I was to use an excuse for once, I think the weather has added to this lumpiness – cold and wet is not an incentive to get outdoors and find your next car! The biggest challenge for the UK retail market is that the growth of new sales is very much at a fleet level. The private sales and business sales have actually declined in the three months to March – as the SMMT figures show: 📈 Fleet rose 29.6% from 140,002 to 181,399 📉 Private declined 7.7% from 139,223 to 128,472 📉 Business declined 8.0% from 8,600 to 7,915 Traditionally, when fleet sales rise this means that manufacturers are having to discount to maintain market share and move their metal. If this imbalance continues, it will cause problems for dealers as the differential between private and fleet prices becomes too great. If dealers are expected to pick up the slack through pre-registrations they will baulk at this, especially if their discounts are not greater than those given to the fleet businesses. The reality for manufacturers is that if they want to sell more new cars, they have to address that they’ve become too expensive and they need to find a way to step back. Discounting through the fleet back door will end in tears. The positive is that the used market remains strong because these cars are seen as being good value, and there’s a shortage of good 2-4 year stock. The key for dealers this year is to be circumspect about what they decide to pre-register – especially on the BEV front. For the headline Auto Trader figures, and links to our latest trends report and on-demand webinar, head on over to our website: https://lnkd.in/epRa332Q As ever, let me know what you think in the comments below. Also, feel free to get in touch if you want to understand how to benchmark your response data. In the meantime, have a lovely May and enjoy the bank holidays.

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Here’s the link to my article in the July edition of Bodyshop Magazine. Hope you like it and gain something from it. https://lnkd.in/eCauYD8B

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A DMS is the backbone of modern automotive dealerships - helping teams manage everything from inventory and sales to customer relationships and service scheduling. However, like any complex system, it requires regular maintenance to ensure it runs smoothly and efficiently. A DMS Tune Up review, carried out remotely by KCS, without disrupting your business, uses your own data to provide bespoke feedback in a range of areas. Our team will then provide you with a detailed audit report with recommendations on key priorities and next steps. Ready to find out more? Visit https://lnkd.in/eEJD5H6p to discover why a DMS Tune Up is so important and how it can improve the efficiency of your business. #KCS #Consultancy #DMS #Keyloop #Automotive #AutomotiveRetail #Aftersales #Dealership #DealerGroup #CarSales

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To #connections old and new, I thought I would take this opportunity to not only share the post below, but also share a personal reflection since my move to the automotive warranty sector following nearly three decades in retail dealer world! The last few months have flown by, and been an real eye-opener in so many ways as I got myself onboarded and up-to-speed in the used vehicle sector and the world of #independents. From working with individuals trading from home, all the way up to franchised dealers (and everything inbetween), the differences are what makes this role so varied and enjoyable! 😀 From someone who has been indoctrinated with brand lead #warranty programmes, this has been my first real experience of third-party providers. The sector is ultra-competitive, with a huge number of providers vying or business in the same space. It would be fair to say that the sector doesn't have the best reputation, but having spent the last five months experiencing his first hand, I would challenge this for a number of reasons..... 💭 🤔 My view is that having the right products, on the right scheme, through a provider who truly understands your business and conducts themselves with transparency and integrity, can lead to a very successful long-term relationship! 🤝 All too often warranty programmes are viewed as purely a cost.... If this is a view that you can relate to, get in touch and take advantage of the 2020 Warranty Ltd 'Health Check' and find out what warranty approach can work for you, your business and your customers! 👌 📞 07360 674984 🗓 [email protected]

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simple give Simon a follow

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Starting to take shape at the Motor Trader Independent Dealer Awards! Looking forward to seeing you there and catching up with everyone. MOTORS Phill Jones Tony Doal Daniel Jones. #MotorTrader #IndependentDealerAwards #Networking #MotorRetail #IndustryLeaders #IGCDigital #Cardealers #Cardealerships #Automotiveindustry #Digitalmarketing #Usedcars #Automotiveexcellence

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A good contact centre isn’t just a service provider – it’s an extension of your team. With BDM Talk, you get more than agents. You get experienced professionals who are aligned with your business objectives. If you’d like to take your customer service to the next level, drop me a message or leave a comment below. Let’s chat. 👇🏻

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