Management
Everything has Changed, FOREVER! The Post COVID-19 World of Automotive Retail
The world’s great philosopher Mike Tyson said it best: Well, we all just got punched in the mouth. As a business, we had plans to become more...
Dear Younger Me
Entering 2020, many people are talking about vision, hindsight and future potential. I often wonder how my career would have been different if I had...
The 'Why Behind'
I need an email address. What are the miles? Is the wife on the title to the trade-in? The insurance card is expired. Where’s the etch number? What...
Dealership Management Advice: Work Smarter Not Harder in 2020
The industry is forecast to be stable in 2020. Stable may be a welcome word for many and is certainly better than the prediction of decline we all...
4 Types of Power Questions that Boost Your Influence
What you have to offer has a deeper more personal impact on your customers’ lives than you learn, lead, and leverage right now! Whether you are...
The Ripple Effect
Recently I attended the Annual Industry Summit in New Orleans. About a week before my flight, I received an email from Southwest announcing the...
Plan, People and Profitability: A Lesson in Chicken
When a cashier takes your money for your purchase and then sends you off with a deadpan, “have a good one,” how do you feel? On the other hand,...
Commission Breath
What is that awful smell? You know, that smell you sniff when you meet a “slick” salesperson? What is the definition of a professional? Is it someone...
Recommit to Learning: Three Tactics for Your Defensive Playbook
The crisp autumn air, and the changing color of the leaves, always make me think of football. Fall is the time when many sports fans come to life....
Coaching and Consistency in your BDC
The Business Development Center, or BDC, is the heart of the dealership. Every other BDC website or article you read these days contains that...
A Salesperson’s POV on Digital Retailing
The automotive industry’s shift into digital retailing is no longer a possibility, but a reality. With the accessibility of information and commerce...
4 Team Building Strategies for Your Sales Staff
Automotive sales can be a competitive and cutthroat business. With most salespeople working on commission, grabbing a sale whenever possible becomes...