How to implement a managed floor that actually works.
In my last article, I spoke about the Myths of Managed Floors. Let’s take a deeper dive now and look at how to implement one at your dealership.
If you’re among the many dealers who have implemented a managed floor using an up system, or up rotation, you’re on the right track. If you feel it’s time to implement real change at the store, for the benefit of your customers and staff, then this is for you. I’ll be writing this in two parts so that you and your team can start to adopt a managed floor, a few steps at a time.
After all, an up system, when implemented correctly, provides accountability in your showroom and gives your reps the confidence to work on setting appointments without missing out on fresh ups. Most importantly, it gives management more visibility into what’s going on in their showroom. Who doesn’t want that?
However, whether it’s a magnetic board, a clip board, or even a bunch of ping pong balls, getting started and staying on track can be difficult.
When it comes to implementing any process change, there are steps you should be taking to ensure its long-term success in your dealership.
Involve decision makers
When you are changing business processes, it’s critical to involve all the decision makers early on. Identify those key individuals, meet to discuss the changes, and address any concerns and questions up front.
During this phase, you can begin to build out milestones and timelines to roll out your new process.
Document the guidelines
Let’s say you want to build a house from the ground up. You wouldn’t just go grab a hammer and get to it. You’d need floor plans, measurements, proper tools, and planning before you could start putting up the walls.
It’s the same for any new process. You need a set of guidelines that is unique to your own staff, store, and culture before you can start setting the plan in motion.
This ensures all the framework has been created and rules have been documented for reference and easy communication to the rest of your team. It also helps to set clear expectations so that, down the line, you can course correct to stay on the right track.
When you are implementing a managed floor, you’ll need to answer a few questions:
• What exactly is an opportunity? Is it simpl, a walk-in? Is it any phone lead that comes in?
• How many reps do you have?
• How may reps will you need on point?
• How long will they be on point?
• Will you be using a magnetic board, a clip board or an electronic up system?
(Get the full list of guidelines here.)
Implementation and training
After the decision makers are on board and guidelines have been documented, you can begin implementing your managed floor and training your entire team. It’s important that management is all on the same page.
If you have a rogue manager not following through with the process, the rest of the team won’t either. Start by communicating and training management and getting them on board.
When training your staff, review the guidelines that were documented and set clear expectations. With any change, you’re going to have push back. There will always be the veteran rep who just wants to do it his or her way.
If you have reps who are not on board with an up system, this will give you an opportunity to answer any questions and discuss any concerns they may have with the new process so that they can understand the benefits and get on board.
The fun part begins
It’s time to roll out your managed floor and up system. Just like every house requires maintenance to keep it from falling apart, your new process will need to be maintained regularly.
Too often we’re “fast out of the gates” only to slowly lose our momentum. Start to implement, through these steps, at a slow pace that allows for all members of your teams to see the true benefit of the efforts.
Next month, we will show you how to navigate any pitfalls you may encounter along the way and keep your staff on course.