Monthly Checklist for Owners and General Managers

Through the years of managing a dealership, I compiled a list of items to perform each week that I thought you might find useful. The list would then be strategically placed on my calendar.

This list is in no way complete and your own specific requirements may alter it.

Week1:

  • Review sales monthly goals with sales
  • managers/salespeople
  • Review parts sales goals with managers
  • Review service sales goals with manager
  • Review AR with accounting and warranty AR,
    retail repair orders
  • Outstanding warranty claimed/not claimed –
    no unclaimed over 10 days
  • Leads distribution and follow-up
  • Cash report – anticipated cash flow, current
    cash, upcoming major expenses, contracts in
    transit and floorplan payments

Week 2:

  • Biweekly manager meeting
  • Outstanding warranty claimed/not claimed –
    no unclaimed over 10 days
  • Obsolete parts review
  • Monthly/quarterly financial review
  • Dealership owned service tools inspection
    – Air Compressor
  • Leads distribution and follow-up
  • Cash report – anticipated cash flow, current
    cash, upcoming major expenses, contracts in
    transit and floorplan payments
  • Marketing plan update and follow-through
    Strategic business operation planning

Week 3:

  • Outstanding warranty claimed/not claimed –
    no unclaimed over 10 days
  • Contracts in transit
  • Sales inventory review
  • Set sales monthly goals with sales managers/-
    salespeople
  • Set parts sales goals with managers
  • Set service sales goals with managers
  • Leads distribution and follow-up
  • Cash report – anticipated cash flow, current
    cash, upcoming major expenses, contracts in
    transit and floorplan payments

Week 4:

  • Biweekly manager meeting
  • Outstanding warranty claimed/not claimed –
    no unclaimed over 10 days
  • Contracts in transit
  • Strategic market planning
  • Leads distribution and follow-up
  • Lost sales – Sales department
  • Lost sales – Service department
  • Cash report – anticipated cash flow, current
    cash, upcoming major expenses, contracts in
    transit and floorplan payments
  • Company vehicle inspection

Daily:

  • Recent customer delivery follow-up call
  • Recent service customer follow-up call
  • Daily walkaround – sales lot, service bays, warehouse, showroom, offices, washrooms, break area, closets and
    utility rooms – choose 2 daily
  • Check Facebook, Twitter, LinkedIn, website and other social marketing accounts
  • Daily service meeting – 10 minutes; be sure to review goal progress
  • Daily sales meeting– 10 minutes; be sure to review goal progress
  • Daily office meeting– 10 minutes; be sure to review goal progress
  • Find someone in the dealership that has gone above and beyond and recognize them – pat on the back, thank
    you, etc. Not a big production, usually done during the walkaround
  • 10 minutes of contemplation – no interruptions


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