1Apr, 2012

Better than sexting… CP, ELR, Net-to-Gross

Late Saturday afternoon I was home watching Talladega Nights with Murphy and Christina my two bulldogs. Then I got the messages… Check these out! These are actual screenshots from my phone:

Better than sexting is getting a text from one of my clients that they set a new record. It such an amazing feeling than when one of my managers hits it out of the park. It’s gotta feel like having your kid hit a game winning homerun or one of your closest friends gets that promotion they have been working for so hard.

Now it looks like five of my kids hit game winning home runs because five of my clients hit all time record breaking CP and gross profit months last month. I am going to be handing out a few Babe Ruth Badges (Coveted medals our managers earn for calling out a record they want to break and then going on to break it that month.)

This reminds me of a story a mentor told me when I was struggling as the newly appointed GM at Crevier BMW. I don’t remember it word for word but it went something like this:

Take a cage and put in five monkeys.

Inside the cage, hang a banana on a string and place a set of stairs under it.

Before long, a monkey will go to the stairs and start to climb towards the banana.

As soon as he touches the stairs, spray all of the monkeys with cold water.

After a while, another monkey makes an attempt with the same result – all the monkeys are sprayed with cold water.

Pretty soon, when another monkey tries to climb the stairs, the other monkeys will attack it.

Chris Collins - Fixed Ops Guru

Now, turn off the cold water.

Remove one monkey from the cage and replace it with a new one.

The new monkey sees the banana and wants to climb the stairs. To his shock and horror, all of the other monkeys attack him.

After another attempt and attack, he knows that if he tries to climb the stairs, he will be mauled.

Next, remove another of the original five monkeys and replace it with a new one.

The newcomer goes to the stairs and is attacked.

The previous newcomer takes part in the punishment with enthusiasm.

Again, replace a third original monkey with a new one.

The new one makes it to the stairs and is attacked as well.

Two of the four monkeys that beat him have no idea why they were not allowed to climb the stairs, or why they are participating in the beating of the newest monkey.

After replacing the fourth and fifth original monkeys, all the monkeys that have been sprayed with cold water have been replaced.

Nevertheless, no monkey ever again approaches the stairs.

WHY NOT?

Because as far as they know that’s the way it’s always been around here.

And that’s how a lot of us operate and never reach our full potential…

I remember these same clients struggling to reach their potential and I am so thankful to help them get there. I wish I could take full credit for their success, but although I gave them the tools, they helped eachother to succeed.

As part of my coaching group, my managers not only share and learn from each other but they also keep setting the bar and then constantly exceeding it.

These managers are equipped with the tools and skills to get around being attacked by other monkeys or being sprayed with cold water. These managers are getting that banana month in and month out…

You can too… If your not driving your business and setting sales, CP, and net profit records in Fixed Op’s, you need to quickly get yourself into my coaching group and get those tools…

If you’ve read my book The Irreplaceable Service Manager already, stop standing on the outside looking in, lets get this party started!

Email Nina and she will get you started on the path to setting your own records!

nina@chriscollinsinc.com

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Digging for Profits By Chris Collins - Dealer Service Training Specialist

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