industry expert / bhph
How to Accelerate Your BHPH Performance Results
Mark Dubois is is the director of buy here pay here performance groups and a BHPH moderator at Performance Incorporated, a division of ADP Dealer Services. He has more than 30 years of experience in the automotive industry and can be reached at 941.729.5765.
MDubois@AutoDealerMonthly.com I
f you're reading this article, then you've already taken the first step to
accelerating your BHPH performance results! That's because the first step in accelerating performance results is to research the topic and identify the solutions available to you. The second indication you have already taken the important first step is that you've asked yourself the question, "How can I im- prove my BHPH business?"
As a consultant and trainer in the BHPH industry, I work with dealers across the country to identify best practices and implement practical solutions to solve the toughest chal- lenges facing their BHPH business. Here are the top three solutions that have helped dealers rapidly acceler- ate their performance results.
Staff The most important commod- ity in any successful business is the people hired to operate
the business. The degree to which you can successfully hire the right people for the right position will ultimately determine how successful your business becomes. In a small BHPH business, you may have only a few people on staff. In a large BHPH busi- ness, the number of people on staff will be substantially higher. In either case, consider the likelihood of success if you ran your business with the "wrong" staff. By "wrong" I'm referring to staff who are one or more of the following: untrained, incompetent, uninspired, unreliable, unprofessional, unethical, lazy or just someone you keep on the payroll because you can't find anyone better to replace that person.
Many business operators will accept the status quo when it comes to hiring and retaining staff instead of taking a long, hard look at the most valuable component of their business and fixing it if it's broken. Re- cruiting and hiring the right person for the job is not as simple as it sounds. However, a little thought and effort in identifying the skill sets re- quired to do the specific job will go a long way in finding the right person to do the work. Hiring a person with the right attitude, energy level, personality, work ethic and desire is far more important than hiring a person based on their job history or previous work experience. So, to accel- erate your BHPH performance results, it's imperative that you have the right staff in place to
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