The 'Three Most Common Questions' for Choosing a Consultant and Strategy Partner:
1- Expertise: Past is important, Current Relevance and Solutions are Vital.
We pride ourselves on offering a reliable foundation for our strategies that are constantly adapting to current factors and specific client needs.
2- Ease: Does bringing in a new partner help or disrupt? And is this a Partner who helps us define how much assistance we need or can absorb at the moment?
One of our first 'Strategies' is to understand the current landscape at our clients' organization, focusing on their people and clients.
By doing so, we operate with a reality-based picture and can support your new efforts seamlessly with faster buy-in from your team, reducing redundancy as we move swiftly to desired outcomes.
3- Expense: Often, cost is at the forefront of a company's mind. We work with you to set an achievable ROI we will all work towards, far outweighing the investment.
While some projects are to establish a stronger foundation for the future, others are for Growth, Efficiency, People Development, et al. At FSG, our target for these is a 5:1 return for our clients: A 400% return.
This is one way we determine a good partnership.
Other questions?
https://lnkd.in/drWghYE
#Automotive
Helping Dealers Globally Manage Their Business More Powerfully and Profitable
I wish I had taken a screenshot so I could share with all of you tonight what a fantastic job my clients in Australia did as they presented SalesLogs for the 1st time ever to a full webinar audience in the US and Canada.
I've been working with them for a few months and the deeper we get, I see greater and greater value with this desperately needed dealer solution.
I'll tell you more later, but the hours alone saved every single DAY cost more than the full product suite costs for an entire month of visibility and access for unlimited users!
Thank you again Michael Johnson John Fountain and Jennie Fountain for helping dealers globally manage their business more powerfully and profitably.
Be on the look out for part 2 of our 3 part Web and our series next week as we focus on M #2... 'Measure'!
Reach out if you have any questions or want to be included in that episode.
Www.saleslogs.com
#BetterTogether
#australia
#ByeByeSpreadsheets
PSA Crisis Management Reminder from my desk today:
If you are envisioning your bright and lucrative future and your massive success but aren't taking care of the people who are helping you daily to get there, you might never get there yourself.
This is not the time to take advantage of people in any way or offer empty promises to get them to work for you.
The stories I am hearing from companies large and small. Dangling opportunities, asking unreasonable requests. From people who are stressed and nervous and have bills to pay. Now.
smh :(
You can do better! Someone once told you that we are always #BetterTogether.
And even if others don't hear, Ms. Karma is always watching.
Few empires were built, or sustained, by ones self.
Take care of your teams.
Take care of your friends.
Take care of your reputation.
#BETTERTOGETHER
#ShareWhenItHurts
#PeopleFirst
#LeadershipMatters
#Consulting
Job Opportunities in the Automotive Industry? Yes! Great ones, too.
While others are cutting back sadly, we are launching a new product that answers one of the dealers' biggest challenges: Getting real conversations going with real customers- and selling more cars.
If you have previous (outstanding) experience in selling in the #AutomotiveRetail client environment, join our webcast this week and learn more.
Our initial wave of training starts on Thursday with those who signed up last week. Get started soon.
A company with a vision, a purpose and a groundbreaking solution. inSearchX.
https://lnkd.in/e9MZUGN
www.insearchx.com
https://lnkd.in/eRDK9MT
https://lnkd.in/drWghYE
#BetterTogether
#DigitalMarketing
#Innovation #Sales #AccountManager #Agencies
#Automotive #CareerOpportunity #Leadership
Conversations Not Clicks
While others are telling you they care and reporting on what we could read almost anywhere, we are bringing dealers exciting new products they need and putting people to work with great jobs!
Everyone has great intentions. We have those, too...and are taking massive action!
I couldn't be more proud of the work we're doing and the quality of the team of talented people we've attracted.
Foster 'Strategies' includes our strategies for people making a living...and a difference!
We're just getting started on this roll...Eric Brown and @inSearchX are in the starting blocks.
For more information contact me via PM.
www.insearchx.com
https://lnkd.in/dNa_Ypa
#BetterTogether
#DigitalMarketingBreakthrough #transformingautomotivepartnerships
#LinkedInLaurie Tip of the Day
While I applaud companies for getting helpful information out, I do not pay to have my webcasts, webinars or updates to be shared on portals and platforms.
My information is authentic, up to the minute and I do this for no cost to my company. I have an audience already! I write things my target audience cares about and make it available for them.
Why am I telling you this?
Because you need to know it doesn't have to cost you a fortune to attract an audience.
But you do have to have a strategy.
So you can do this on your own. That's your tip.
But if you'd like (need!) more help, reach me.
For private sessions on how to successfully launch your own LinkedIn or improve your own or your company's visibility, reach out now.
(Tip#2: Use the Messaging feature here-it's just like text!)
or email me at info@fosterstrategiesgroup.com or
https://lnkd.in/drWghYE
OR... text me at 269.217.0414!
4 ways to connect, let's get to work!
-Laurie
#BetterTogether
#LinkedInSuccess
#CorporateTraining
#PerformanceCoach
#LinkedInStrategy
#LinkedInConsulting
#LeadershipDevelopment
#FreeToolsAndTipsFromFosterStrategies
Why Focusing On Your People Can Get You Through Any Crisis
Jim Fitzpatrick and I discuss the impact of our current global crisis and its impact on our industry and specifically our dealers in this video.
For those who are interested in learning more, please reach out or keep an eye out here for more of my special industry updates.
Many thanks to you, Jim and #CBTNetwork for the great conversation and for the concern we share for our industry and our people.
Click and watch when you take a much-deserved break. :)
-Laurie
#Automotive
#CorporateTraining #RetentionSpecialists
#LeadershipDevelopment #CrisisManagement
#BetterTogether
Let's Change How We Talk About Automotive!
At this important crossroads, it's time for the #Automotive Industry at large to make important changes.
One thing that stands out is the language used in the store, describing our people, desired attributes, customers... the list goes on.
I'll start the list, because there is one word I've seen already 2x today- and they are good people-but it's time for new things. It's hard to hear trainers say how customer-focused their programs are, yet they refer to their audience of sales people as 'Closers'! What message is this sending? What vision do you see in your mind?
For most people it is not positive and doesn't align with a customer-friendly approach. These same people are wondering why #CarMax and #Carvana are destroying their access to used car inventory as shoppers clamor for the experience they offer.
#CLOSERS?
Remove this word, please.
Don't desire it or train to it, don't encourage what typically turns into aggressive, pushy behaviors that send customers AWAY-to CarMax, to Carvana...yes, that's what you're doing. Don't believe me? Look at the data.
How hard is it to buy inventory-and at what cost?
I'll also add 'ROCKSTAR' to a list we should never use in job postings. Let's use real business terms, okay?
Your turn, what words should be removed to make us better?
Helpful Strategies In A Time Of Crisis For Our Hard-Working And Dedicated Leaders Inside Automotive
To all of our hard-working and dedicated #leaders inside #Automotive: Whether you provide Services and Goods to a Dealer, are a #Dealer or in #Management at any of these:
1) UNCERTAINTY+HONESTY
We know you aren't certain about how to handle this situation, the total financial impact and timelines.
Since you are NOT certain, please know that your people, who are equally if not more uncertain, need you to communicate more often, with greater clarity and with honesty. If you don't know- SAY you don't know. Their 'bs meter' is redlining.
You cannot afford to lose the trust of your people now or ever.
2) HOPE IS NOT A STRATEGY
Many of you are saying:
"When we bounce back the rebound will be twice as strong."
Sounds great, right?
NO! THAT IS NOT A STRATEGY!
This is called Hoping + Waiting + Crossing Your Fingers!
Apologies for the strong emotion, but seriously?
You can and you MUST do better. (smh)
Call me/someone who will help you Navigate and Strategize.
'WE' get in a jam as we fail to develop stronger business plans, grow people to greater strength, capability and mental agility.
If you're waiting for the 'bounce', you might get bounced!
Get to work, take action and be honest with yourself and others.
-L
#LeadershipMatters
#BetterTogether
#FosterStrategies #Retention
To My AutoNation Friends, Colleagues, and Teams;
I'm thinking about the thousands and thousands at AutoNation who have been released or furloughed at this difficult time.
During my nearly 5 years there, I was a National Trainer and on a Special Ops team covering every corner of the country.
I literally ended up meeting thousands of people in my time there.
So tonight again my mind is racing from one of the 250+ locations to another wondering who is still there, who was affected and who needs help and support.
To my closer friends and colleagues, you know you can always reach out. I'm glad to help however I can.
To those I haven't met, please take comfort and know there is a small army of us working diligently to help create new opportunities on the other side of this turbulent time.
Wherever you are in the country, whatever role you had/have, please know that you, my former #Autonation colleagues, are heavy on my mind and my heart.
Finally, I'd like to thank you for the hospitality + engagement you always shared whenever I was privileged to visit your location. So much appreciated and I hope I was able to contribute to you then and now.
Stay focused, learn something new during this time and apply the same work ethic you always did to whatever is next.
Wishing each of you the very best.
Laurie
#BetterTogether
Transforming Automotive Partnerships Through Retention
'Layoffs' 'Furloughs' 'Staff Reduction'
No matter which of these difficult decisions your company has had to make, it's painful.
But how costly it will be is ultimately dependent on your strategy and the next steps you take.
What we are seeing to date is much action without a well-designed plan to stabilize, strengthen and succeed during and after this crisis.
Don't let this costly mistake happen at your company.
You have a solid, proven option.
Foster Strategies Group.
I am helping Vendors and Dealers alike bridge these efforts to reduce friction and ambiguity for both your employees and your clients and to accelerate their time to experience positive results.
It's all tied into the #Retention solutions I provide businesses daily.
Our strategies will help protect your company now and later, by providing you a realistic, structured plan everyone can comprehend and rely on with confidence.
If you want a stronger team internally and better relationships with your clients on 'the other side', reach out and we can begin.
Real Strategies for Real Situations.
#FosterStrategiesGroup
#BetterTogether
M 269.217.0414
#Retention #TransformingAutomotivePartnerships
#Automotive #Vendors #BusinessStrategy
#AutomotiveCategoryExpert #LeadershipDevelopment
#CrisisManagement
Getting ready for the final two sessions of training for inSearchX and SalesLog launch
It's a busy week as we move two exciting and innovative products forward.
A) Complete the final two sessions of our training for our first wave of Sales Reps for inSearchX. Onboarding can be fun!
B) Prepare for launching our introduction webinars for
SalesLogs. The US and Canada now will have access to the Variable Operations solution that has already taken Australia by storm. Join all 3 weekly sessions to receive a special bonus!
C) A third introduction to inSearchX due to popular demand. Here are the details:
Eric Brown will join me again as we attract the best and the brightest to this revolution of a solution for Digital Marketing!
Leading Your Teams Takes Daily Action-Not Activity
Foster Growth Strategies Leadership Tip:
Leading Your Teams Takes Daily Action-Not Activity.
Look around. How clear and capable is each person on your Management team of understanding, meeting and coaching others towards your goals?
Your team can only meet full potential if there is:
Clarity of Objective
Realistic Expectations
Personal Accountability is in place for Leaders + Managers
Ongoing Communication of Progress
Ability to Engage Others in Achieving Team Goals
Recognition of Early+All Achievements
Your Follow Through
Very often we see 'busy-ness' and equate it to performance.
It's your job as to see from behaviors and the data, what your team is actually producing with their activity. Ask questions. Don't let a flurry of activity offer you a false sense of performance by a noisier employee.
Oversee your front-line Managers with closer scrutiny, coaching and expectation.
By doing this, you accelerate their growth as well.
Take action today and demonstrate your focus on your Managers' actions and you will ensure, not assume, your team will reach Peak Performance in 2020. Commit to a plan to grow your Management team into next level Leadership.
Watch your sales, successes and people rise to the occasion. Enjoy your results!
-Laurie
#BetterTogether
Why It's Time to Evolve The Finance Manager Role
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Dealer Teamwork Requested My Predictions for 2020. Here They Are.
2020 Prognostications from Laurie Foster
I see the gaps in the market becoming a chasm, widening by the day.
For some, this year will be an extreme version of ‘The Year of Living Dangerously’ while for others I see ‘The Year of Focus, Re-calibration and Leadership’ at work.
We have had years of good increases.
But the margins are not the same. While some still celebrate antiquated KPIs skimming things like ‘Unit Count’ others will look more carefully than every at expense controls, team performance and leadership models.
Plenty will go into the new year drunk on their past successes without looking at stabilizing and building for a future full of inevitable change.
Some will continue to talk about their ‘years in the business’ and some will work to ensure they are bringing relevant, meaningful and demonstrable value to a demanding and rapidly changing marketplace. Now and into the future, they are determined to evolve in their roles.
Some will be noisy, thumping on their chests as they merely ride the last waves of an economic upturn. Others will realize they need to redouble their efforts to strengthen their teams, their community presence, their business objectives as they look back to the devastation brought on 10 years ago and vow never to be an innocent bystander when the waves return.
Some, like the proverbial frog in the boiling water, will become more vulnerable to shifts in the market as they continue their commitment to doing things “the way they have always done them.” And they fail to realize that the soothing warm waters are now at a rolling boil.
Others have seen the aftermath of the Titanic and are learning it is time to step aside from ego and ‘what was’ and steer their ship towards what can be inside a world of more competition, reduced customer loyalty, margin compression and calibrate their teams to win on the field that now exists, not the one that is now sinking to the ocean floor.
Egos will no longer be as rewarded, valued, recognized. Pride in the work of those who are insightful students, who demand more than ever of themselves and their leaders will become an appreciated category of leadership in automotive.
All of this applies to retails and vendors alike. A short burst of success has tricked many into thinking they control their future position in the market. Others will become more diligent, collaborative and demanding of exemplary output as they seek to attain and retain sustainable greatness.
The difference between those who hold titles and those who are viewed as Leaders will become more apparent. In an era of unprecedented levels of employment, massive gravitation towards progressive, thoughtful Leaders will make it harder, if not impossible for dealers and vendors who fail to deliver on offering employee-focused companies.
The gap is already there. You may or may not see it. By the end of 2020, the chasm between the old and the new will be painfully and powerfully visible to all.
Laurie Foster
Founding Partner l Foster Strategies Group
DEALERS: Car Dealership F&I Managers Should Know Customers Much Earlier
Steven Finlay | Feb 13, 2020 LAS VEGAS – Laurie Foster of Foster Strategies Group recommends F&I managers contact automotive customers before they visit the dealership.
For years now, car dealership trainers have recommended that F&I managers get out of their offices and meet vehicle buyers early on the sales floor to warm them up for the impending F&I session.
F&I managers today need to be proactive, not reactive, Foster says.
Laurie Foster suggests taking it a step further. She suggests F&I managers engage with customers even before they enter the dealership.The founding partner of Foster Strategies Group considers consumers who contact the dealership through its website as the people F&I managers should call early on.Currently, those shoppers typically engage first with staffers from the store’s business development center. Those employees field initial inquiries by phone or email.But BDC employees usually are the lowest-paid, least-experienced staffers who handle hundreds of inquiries.They can answer general questions from a prospect interested in a vehicle, but they aren’t in a position to go deep into details, particularly financing.
That’s why F&I managers need to get involved sooner than later, Foster says.“F&I managers should activate earlier in the deal,” she says during a presentation at the American Financial Services Assn.’s annual Vehicle Finance Conference held here in conjunction with the upcoming annual National Automobile Dealers Assn. convention and exposition.
An earlier point of contact allows F&I managers to answer customer financing questions, share information, touch on aftermarket products such as extended service agreements, earn trust and put them at ease in preparation for their anticipated F&I office visit, she says.If all goes well during that initial contact, the impending F&I session will go quicker and the customer will buy more protection products because they already are familiar with them, she says.
Reaching out beforehand also is an opportunity for F&I managers to offer viable alternative loan options to car shoppers who might intend to do a cash deal – the bane of dealerships because it cuts them out of the financing action.
Foster outlines a scenario in which a team of three F&I managers each makes 10 calls a week to online customers who haven’t visited the dealership yet.She says those calls could add $86,000 more a month, or nearly $1 million a year, to dealership revenues.“I don’t know about you, but I’d take that $86,000,” she says, “And it doesn’t require hiring more people.”These are changing times for F&I managers. Some dealerships have eliminated the position, instead giving showroom salespeople the double duty of selling cars and F&I (and assigning the front office to handle the car-purchase paperwork).
“Sands are shifting,” Foster says.F&I managers usually have been promoted to their jobs because they were good car salespeople who “showed gumption” on the sales floor, she notes. F&I people make more money than salespeople and certainly more than BDC staffers.“They only work with ‘sold’ customers,” Foster says of F&I managers, adding that they hold the manager title in name only. “They are not managers who lead people.”But in some respects, they should assume leadership roles, she says, particularly in working with salespeople to make the car-buying process and the F&I turnover smoother and easier for customers. “
“F&I managers should not live in their boxes” waiting for the next customer to come in, Foster says.
Activate them earlier and you can see outstanding results. it’s time for the next evolution of our F&I teams.
Join us in Raleigh for the #AutoIntelSummit, April 14-16
Yes, it's true! Another chance to join me and many industry professionals as we help dealers and each other accelerate our contributions in today's automotive market. https://lnkd.in/eYsS_mw We're at a pivotal moment as an industry, and many of you are also with your business or dealership. I'm proud to always offer you the truth, honest insights and strategies on navigating change and opportunities with #Leadership, #Technology, #OnlineRetail #DigitalSuccess #CorporateTraining (that is effective!) and most important, I'll always show you clear paths to get to the next level, wherever you are. Join me and see trusted industry leaders, plus meet new professionals whose work and companies I've been tracking and experience #BetterTogether. I want to thank Cherokee Media Group and #AutoIntelSummit for inviting me to participate. After the remarkable 5 day event I was part of myself in Las Vegas for #UsedCarWeek with #AutoRemarketing in November, I guarantee you won't want to miss this. April 14-16 in #RaleighNC. Early registration ends March 6th. I will see you +100s of our tremendous 'Auto-Minds' there. #Dealers yes, this is for you, too!!! #Automotive #Consulting #Strategy
#FosterStrategiesGroup #WomanOwnedBusiness
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Watch our panel from the Fixed Ops Roundtable
blob:https://www.facebook.com/529771fe-b623-4b18-9c64-966bd1eaecd7
Vote Today to Nominate Female Business Leaders for #LeadingWomen with Automotive News
Ladies and Gentlemen: Who are the women you want to see nominated for #AutoNews' 100 Leading Women? This only takes place once every 5 years, so be sure to vote in the link below today to get your female colleague(s) recognized prior to 2025
I'm giving careful thought to this myself and have a short list of trusted and innovative leaders I have watched make a difference in business and in #Automotive. One of the leading items for me is how unselfishly they are working and how many people they are helping to evolve with the times. Having an audience alone does not mean that businesses and people are prospering from their efforts, or that Leadership or Innovation are in play. I'm talking about powerful business players who happen to be #Female
In addition, let's think about women who think about the all-important customer and are ahead of the curve with #Tech, #data, #behavioraltraining,today's #workforce and all things #digital
Let's put our heads together, ladies AND gentlemen, and act today to vote for our #LeadingWomen in all sectors, of all ages!
#BetterTogether
Automotive News
#LeadersInAction #WomenOwnedAndOperated
#Courage #Automotive #Consulting #AutomotiveDigitalMarketing #DealerPrinciple #GeneralManager #CorporateTraining #PerformanceCoach
What is The Secret behind ‘transforming automotive partnerships’?
We're glad you're curious.
If I tell you that it's not complicated will you believe this message has value? If I tell you that you are contributing will you swipe and move on or are you compelled to learn more?
The Secret sauce of transforming automotive partnerships is you+ the people, but it's not quite what…or how… you thought.
The people equation and transformation we speak of should be simple, but somehow is so incredibly complicated, even insidious (?!) in its roots.
We'll take a close look at 2 key relationships to begin.
The people you hire and the people who are your clients.
And the word I want you to think about today is respect.
That's all. RESPECT.
So now that you're thinking about the ‘people’ and you're thinking about this ‘transforming’ thing, and I'm asking you to think about the word ‘respect’.
In upcoming articles we will go into this with the depth it deserves.
Consider this part 1.
But you have to be on board with thinking about these very simple words and phrases to go forward.
You. People. Transforming. Partnerships…Respect.
Because we all have work to do. The best way to start tackling a challenging topic is to have your mind set in the right place.
Consider yourself now invited to the conversation.
We’ve set the stage for you to win.
I will make it easy to understand and offer you a map and a strategy to improve. Your position and the health of your company and your relationships are literally at stake without this new mindset, whether you realize it or not.
After moving through this series, our only objective is for you and the others you engage with to experience more profitable and enjoyable relationships.
And maybe, you too will understand, embrace and benefit enough from transforming automotive partnerships that you want to share this shift in the conversation to others. Maybe because you will respect the people in your world so much that you can't keep a positive and productive message from them any longer.
If you can't wait for the upcoming series to learn more, go ahead and reach out to me on any of the usual channels:
info@Fosterstrategiesgroup.com
Text: ‘Respect' to 269.217.0414 or
PM me at linkedin.com.in/lauriedfoster
We're glad you were curious, now let's get to work.