Thursday, September 2, 2010

Leverage what you've got

One of the best clients my company works with provides their dealers with hundreds--yes, hundreds--of tools to help the dealers perform well. One problem with that: Most of the dealers don't use those tools.


Our client has continually answered that problem by building more tools for the dealers so that maybe they'll use the new tools.

One answer is to provide no more tools and to help the dealers utilize the existing ones. If we do that, we may find that some of the tools are worthless, some may be darn good and others may need a little improving.

But more important than all of that: the dealers will appreciate and value the tools, which is the biggest battle of all.

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

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