I recently had the pleasure to work with a very innovative dealer who implemented the concept of “dealer currency” in his dealership with great success. Dealer currency allows you to eliminate cash discounts on sales (in both Variable & Fixed

It’s just a fact of life in the automotive world: listening is essential! One of the key things we stress when training our Certified Female Friendly clients is developing great communication skills. Too often, when a woman visits a car dealer, tir

A quick way to lose credibility is with a leadership style that says “don’t do as I do, do as I say.” If you’ve ever wondered why your people haven’t bought into you like you think they should, or how to earn even greater buy-in I suggest t

The recent study of over 4,000 people (conducted by Futurestep), reveals that nearly 50% of studied workers are prepared to quit a job that they are happy with if they feel they are being let down in promises and innovation. The study showed that emp

Most managers don’t realize their organization is in decline until results hit the skids. Then they react, or overreact, as they scramble to get things on track. This is both foolish and unnecessary. There are actually four stages of decline, and i

In visiting with thousands of leaders in dozens of industries over the past two decades one thing is clear: the people who are expected to make fast, tough decisions are rarely trained how to do so. As a result, costly “gut” decisions are wrongly

Management Excellence: Step One, from Dealer Strong. Lately, I’ve been rather frustrated at the lack of management in many dealerships. Yes, plenty of people have the title manager but are they really managing anything? Let’s look at the simple d

Replace Your Direct Mail Campaigns with Vehicle Owner Targeted Facebook Ads, from Business Actualization. Direct mail is quickly becoming a thing of the past. With Facebook reigning supreme as the most popular social media site available, auto repair

Service and Millennials: The Keys to Winning Their Business, from Dealer Marketing. Keeping the service bays full along with a constant flow of customers in the service drive is key to the profitability of any dealership. Many dealers choose a predic