It Starts with Self-Reflection
Did you make any progress with your New Year’s Resolutions? Whether it’s eating better, getting organized, or finally implementing that new Dealer Management Software, setting goals is a healthy and necessary part of running a successful dealership.
But as summer approaches – our industry’s busy season – now’s the time to ask yourself an equally important question: What’s stopping me from achieving my marine dealership productivity goals?
The Power of Saying No
There’s a great adage: “Saying no allows you to say yes to the things that are most important.”
How often do you:
- Say yes to something out of habit or politeness?
- Allow distractions to chip away at your priorities?
- Avoid the harder tasks for easier wins?
Learning to say “no” is a skill – and one of the most powerful tools you have in protecting your time, energy, and goals.
Two Steps to Mastering Your No:
- Recognize when you’re at a choice point. That email, that drop-in request, that internal temptation to check social media? You’re always making choices.
- Stand behind your no. Be polite, but firm. Protect your calendar and your commitments.
Common Time Traps to Avoid
It’s time to take an honest look at the behaviors and habits that may be holding you and your team back. Let’s break them down by role.
Dealer Principals
- Stop doing everything yourself. When you step in too often, you undercut your team’s confidence.
- Empower your team. Provide the tools and coaching, then step back.
- Use data, not micromanagement. Monitor key tools (like CRMs) from a distance and recognize success in daily meetings.
“On a recent visit, I saw a young dealer leading from behind — using data to coach, not control. His growth is inspiring.”
Sales Professionals
- Stop judging customers. Treat every guest as a potential top buyer. You don’t know their wallet – or their dreams.
- Don’t overpromise. Always check with parts and service before quoting pricing or availability.
- Create seamless customer experiences. A united team builds customer trust.
Service & Parts Managers
- Stop being the bottleneck. Share scheduling, pricing, and inventory info with the full team.
- Make data visible. When everyone can access the info they need, they perform better – and your customers feel it.
Technicians & Lot Crew
- Speak up. If something’s not working, respectfully raise it. Anonymous notes work too!
- Skip the venting. Gossip and shop drama drain morale. Go to the source, not the sideline.
Face the Tough Stuff First
We all have those lingering to-dos – the tough decisions we delay. But there’s truth in the saying: “Knock out the hard stuff first.”
By tackling difficult tasks head-on, you free up mental space and emotional bandwidth for what really matters.
Also: stop giving energy to dealership drama. Be the person who chooses the high road and leads with empathy.
Get Focused and Stay Focused
There will always be challenges beyond your control. The key is to put your time, energy, and talent toward what you can control.
- Build your team’s autonomy
- Eliminate information silos
- Focus on customer experience
- Protect your calendar
- Cut the noise – and grow
Want More Insights Like This?
- Subscribe to Toolbox to receive practical tips like these every week.
- Learn more about the author at VRZ Consulting, where Valerie Ziebron shares proven strategies for maximizing dealership performance.
Note: This resource was originally published in April 2021 and has been reviewed and updated as of June 2025.
