Tuesday, March 2, 2010

Ask as little (or as much) as you can demand

Manufacturers, in their quest for a high-performing dealer network, create numerous processes and policies they expect dealers to adhere to. In addition, they will also create and offer a number of programs to help the dealers sell more product or improve their operations.

The usual result is the dealers will not comply and the manufacturer will not hold the dealers accountable. The reason: too much is being asked for and in return, too little is being demanded.

Instead of having numerous policies and procedures that you do not enforce, do the opposite. Have only a few, but hold everyone to them.

This goes with employer-employee relations and in our family life. One of the reasons we end up with dozens of unenforced rules and regulations is because we don't hold everyone accountable to all of them, so we keep piling more of them on.

Ask little, but demand it.

Barry LaBov
LaBov and Beyond
LaBov Sales Channel
PB&J Newsletter

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