In an exclusive interview with GreatAmerica executives, The Cannata Report asks a trio of GreatAmerica leaders about investment timing, channel profitability, metrics, and AI/automation. Jared Hanlin, senior VP and chief risk officer, warns against chasing after fads and hype. When a dealer-owner thinks it’s time to invest, he cited three areas to guard against such temptation:
- Identify the customer demand.
- Understand the economics.
- Be organizationally prepared to act.
Kate Lyon, VP of customer originations enablement, mentions the strength of the office technology sector, especially in terms of the leasing partner’s ability to pre-vet the “consistent players.” Third-party platform integrations can help to optimize workflows, according to Mitch Leahy, senior VP & GM of GreatAmerica’s Office Equipment Group.
GreatAmerica on improving profitability, metrics, and AI
Increased profitability allows dealerships to grow and scale, Lyon believes, but beware of the silo challenge. Conflicts can develop between sales and operations, for example. For empowered teams, the sharing of common goals is an effective solution. Measurement is essential, too, and Hanlin outlines the differences between KPI outcomes and activities. The key to metrics is to start using them, but what data should dealers use? He suggests beginning with data that is easily accessible. Regarding AI and automation, Lyon says that the most consistent processes are ripe for these advanced technological enhancements. Leahy concludes by emphasizing the importance of external and internal communications during times of change. “It can take two to three times for a message to resonate,” he notes. Lack of information can create change anxiety, Hamlin adds. What’s a leader to do? “Leaders need to lead,” Lyon urges.
Additional videos featuring GreatAmerica:
- GreatAmerica’s Leadership Team Discusses DX and the Channel’s Future
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GreatAmerica’s Leadership Team Discusses Office Tech Dealer Challenges
