How to Revitalize Your Dealership Today—Part One: Leadership

Businessman pushing leadership button

Many car dealers today have lost their enthusiasm and zest for the car business. Nothing is more frustrating for a dealer than not knowing what to do to keep your dealership on track and your employees happy.

That’s why we’ve identified four core essentials that your dealership needs to thrive in to make it in today’s ultra-competitive market: leadership, culture, process, and marketing. Over the past 15 years, we’ve identified ways for car dealers to focus on and tweak these four core areas, gaining the clarity needed to revitalize your business.

You will no longer be paralyzed by the fear of not knowing the “right” moves to make. Before you know it, you could be driving more traffic, selling more cars, improving CSI, increasing profit, and just having more fun coming to work every day.

Core Essential Number One: Leadership

Everything starts with leadership. Ideas without leadership fail. If you fail to lead, you fail. Sounds simple, but it’s not. It’s absolutely essential for you to understand your job as a leader.

The crucial ingredient to being an amazing leader is the ability to effectively lead oneself. You must be able to make the difficult decisions that will move your business in the right direction and dedicate time to constantly improve yourself.

It’s like when you’re sitting on an airplane and the flight attendant reminds you that in case of an emergency, you’d better get your oxygen mask on before you attempt to help anyone else. It’s obvious that you won’t be any good to anyone else if you’re passed out on the floor. It’s the same thing with your dealership—you must have your head on straight and a clearly defined path, or the “plane” will come crashing down around you.

So first, lead yourself, and then lead others. Then you can transition into the development of a strong culture, which creates the right foundation on which you build the right processes. With a strong leader at the helm, a rock solid culture and ironed out processes in place, you are now properly prepared for marketing and attracting customers.

What are the important elements of leadership?

*Effective and Clear Communication. Defining your organization’s goals and making sure everyone understands these goals.

*Inspire others to believe their life and career is bigger than selling cars.

*Development, Management and Accountability of Expectations. Knowing, understanding, and clearly communicating your expectations is your job as a leader!

*Understanding the people in your organization—who are they and where do they want to go. Listen. Listen. Listen.

*Encourage goal setting for others. Help people reach their own personal goals.

* Help your team play a fundamental role in the achievement of the company goals. Empower the right people!

*Manage and set standards for how you use your time. Manage your time as you would like others to manage their time.

*Lead by example. Set goals for yourself and your company. Share those goals with your team.

Take the leadership quiz

  1. Do you create, write down, and achieve weekly and monthly goals for your store?
  2. How good are you at delegating work and being the CEO of your dealership?
  3. Do you regularly meet with other like-minded, positive leaders and share ideas, encouragement and success strategies that relate to growing your business and reaching your professional and personal goals?

Next month, we’ll continue sharing on the four core essentials with a focus on Culture. Together, we can get your dealership on a path to outlandish success today!

Jimmy Vee and Travis Miller are the founders of Rich Dealers®, the nation’s leading experts on attracting customers and the authors of Gravitational Marketing. Visit to request a complimentary Traffic Scale Report, which compares the quality of your traffic to other dealerships in your area and helps determine whether or not there’s potential business you’re missing out on. Use coupon code DMM1306.

Michael Bowen


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