Spring 2016 issue of Horizons

TRANSPORTATION & DEALERSHIPS

Cory Mosely, a nationally known speaker and consultant in the auto industry, spoke about the next generation. Mosely mentioned that Millennials will often leave a dealership due to work hours, the absence of identified growth plan, lack of training, an unclear mission or they simply were not given an opportunity. Dealerships should be asking themselves: Do we have an in-depth training program for new employees? Are our employees required to be at the dealership from open to close Thursday through Saturday every single week? Do any of these issues exist at our dealership?

Collectively, your sales employees should have individual goals that match or exceed your company’s monthly goal. The compensation package should include a base compensation if team members reach the goal, then increase or decrease for team members that exceeded or missed personal goals. The key to this is to also create a minimum and maximum amount paid per unit or sale so that an employee is able to fully determine his or her own compensation. Once the plan is finalized and agreed on by both parties, keep it in place for 12 months. By doing this, you have included the team members in the process and given them ownership of their own compensation and the profitability of your business. In some cases, dealerships are witnessing team members leaving not because of pay, but because of the schedule and time commitment. During a presentation at the 2014 National Automobile Dealers Association Convention,

Is there a clear growth plan for each of our employees?

These are all great things to evaluate when trying to retain and attract new talent at your dealership.

RubinBrown’s Transportation & Dealerships Services Group RubinBrown assists the transportation industry through accounting, income tax, retirement, estate and benefit planning.

John Butler, CPA, CGMA — St. Louis Partner-In-Charge Transportation & Dealerships Services Group 314.290.3333 john.butler@rubinbrown.com

Mary Ramm, CPA — Kansas City Partner Transportation & Dealerships Services Group 913.499.4406 mary.ramm@rubinbrown.com

Aaron Pollard, CPA, CGMA — St. Louis Manager & Vice Chair Transportation & Dealerships Services Group 314.290.3457 aaron.pollard@rubinbrown.com

Russ White, CPA — Denver Partner Transportation & Dealerships Services Group 303.952.1247 russ.white@rubinbrown.com

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