With many motor trade businesses still battling their way out of recession, some timely advice has come from one of Ireland’s top motor trade men and television business guru Bill Cullen. Speaking in the latest edition of Owner Manager Magazine, the head of the Bill Cullen Motors Group has given some tips on what he sees as the keys to success in the motor trade.

Cullen believes that many dealerships and garages have lost sight of what they are doing and don’t have a clear plan of action to get back on course. He also believes that while costs do need to be kept in check, only so much can be achieved by cut backs alone. He says, “We have what we call a forensic bottom line optimiser in our new business. He looks at costs but more importantly, talks to everyone in the company about innovative ways of increasing revenue, market share or profit margins. You have to look for the sunshine – things like up-selling, selling services we never pushed before, knocking on doors, ringing people and writing to them.”

Cullen also pointed out how his businesses weathered the financial storm with some stiff medicine, which included a 30% cut in staff numbers, and 10% pay cuts across the board. You can see the full interview at www.ownermanager.ie.