February '21

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72 • RV PRO • February 2021 rv-pro.com Your Employees Are Smarter Than You Think Employees can be a great source of ideas for growing your business, provided top management is open to engagement and the implementation of practical advice. A few years ago, I wrote an article for RV PRO entitled "You're Not Running a Democracy." Here is an excerpt from that article: "As a dealer, you are the ultimate deci- sion-maker. As a dealer, do you need to hold an election every time you want to make a change in policy, processes or personnel? Do you really need anyone's vote other than your own?" Assuming you own the store, aren't you the one who has made the investment in property, equipment, inventories, marketing and per- sonnel? If so, then don't you deserve a good return on that investment?" This is a subject that I bring up in most of my workshops as well as here in Columbus at our training center classes for dealers and man- agers, and it leads to a discussion about employee buy-in. So many times, attendees tell me, "Don, I like your processes and training … but I need the buy-in of my employees in order to make the changes that you recommend." I understand getting buy-in by all employees is important. However, it is not optional! As the dealer or department manager, you are responsible for being the leader who makes the decisions needed to prosper and grow your business. Once you have made the decision to implement a new process, it must become com- pany policy – which means it is not optional. Every company policy is expected to be followed every day with every transaction and with every customer, so why would it be an option to do otherwise? A good example would be pay plans, given that they must be followed consistently for every payroll. Another would be accounting practices. In service, it would be things like customer reception, dispatching to technicians and spe- cial-order parts. Everyone must buy-in to these company pol- icies for the greater good of the dealership and its customers, but that buy-in must be manda- tory – not optional. So, I want to share with you some ideas as to how you can instill buy-in and have your employees enjoy doing it. RV I N S I G H T By Don Reed Don Reed is the CEO of DealerPRO Training Solutions based in Columbus, Ohio. For more information, visit www. dealerprotraining.com or call 888-553-0100.

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