The people in your organization will shape its culture, starting with the attitude, mindset, behaviors, character, and competence of the leader. In turn, your culture they shape will ultimately determine your results, for better or worse. That being

Last week I saw an article in Business Insurance Magazine predicting increasing insurance premiums for 2011. While the article did not specifically mention auto dealership garage insurance, there is reason for concern. The article went on to blame th

Whether you are training new sales consultants or just want to upgrade your sales team’s skills, deciding between online and instructor-led training can be a challenge. In the end, the decision boils down to four factors: content, quality, effectiv

‘Tiny’ wrote me a great letter recently on the ABCs of common sense advertising. ‘Tiny’ is a lawyer-turned-car dealer who married into an ‘automotive’ family in 1985. His real name is Pete but most of the world knows him as ‘Tiny’ fro

Business development seems to have many perceptions of its functionality. From my experience, Business development is more than a department. It is a mindset translated into a team’s actions or process. The foundation of business development is bas

I’ve had the pleasure to travel to or live in other cultures, mostly because of my dad’s career in the Air Force. I’ve lived in Okinawa and Germany, South Carolina and Texas, California and Illinois. Each of these areas or countries has differi

Many dealerships perform bodywork and mechanical repairs on vehicles which have been in accidents. Generally these repairs are paid for by insurance companies who are doing their best to repair a consumer’s vehicle for the lowest possible cost. One

As an automotive professional, you always want to stay informed on the latest trends in the industry. Economic forecasts, social behaviors, stock market fluctuation, and shifting political winds are all contributing factors in helping you “know wha

Today’s progressive auto dealer faces three difficult challenges: limited scale, broad span and significant marketplace shift. How he responds to these three challenges will determine how successful his dealership will be. First there’s the issue