The document discusses the importance of implementing an effective appointment system at car dealerships. It outlines the six primary elements of effective accountability management and how they relate to developing an appointment process. The six elements are: plan your work and work your plan, clearly define and communicate expectations, measure what you intend to manage, inspect what you expect, reward positive results and respond appropriately to negative results, and develop and implement a systemic structure. It provides details on how to set up an appointment board/log, confirm appointments, and incentivize salespeople to secure more appointments. Regular inspection and coaching on appointments is emphasized as key to the success of the system.

1. APPOINTMENTS MEAN BUSINESS TRAVIS SNOW UNLIMITED SUCCES S NOW! PRESENTS

3. Then WHY Do The Same “Management Professionals” Fail To Effectively Address the Concept of Developing Appointments?

4. Because They Have Never Learned To Apply The 6 Elements of Effective “Accountability Management” !

6. The 6 Primary Elements of Effective Accountability Management 1. Plan your work, and work your plan! 2. Clearly define and communicate your expectations. 3. Measure what you intend to manage! 4. Inspect what you expect! 5. Reward positive results, and respond appropriately to negative results! (Positive behavior that is rewarded will be repeated; and negative behavior that is not effectively addressed will, likewise, be repeated.) 6. Develop and Implement a Systemic Structure! (“Dissimilar” people operating within the same Systemic Structure will produce “Similar” results.)

7. How Does “Appointments Mean Business” Relate to The 6 Elements of Effective Accountability Management?

21. 3 2 1 Sales Consultant Guest Apt. Time Future Dates 3 2 1 Sales Consultant Guest Apt. Time Tomorrow November 25th 5 4 3 2 1 Sales Consultant Guest Apt. Time Today November 24th Welcome to our Scheduled Guests

29. “ There is Nothing More Critical to the Successful Implementation of a New Operating Process Than…. 1) Effectively Reinforcing the Behavior of those Employees That Embrace the New Process, and 2) Immediately Responding, In Firm Fashion, to Those Employees Who Resist The New Process.” Reward or Respond! (To Behavior)

32. “ If You Talk About It Enough, with Sufficient Emphasis, Results Will Be Produced….Simply Through Consistent, Quality Conversation!” Reward or Respond! (To Behavior) This Is Certainly True of the Appointment Process!

34. Should You PAY for Appointments? No, At Least Not On a Consistent (or Frequent) Basis! Some Dealers Have Effectively Used Incentives to “Launch” the Process. Others Have Used Incentives to Re-Engage the Process. Reward or Respond! (To Behavior)