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Are you Afraid to be Great?
While many leaders and businesses become good, few attain greatness. Jim Collins addressed this phenomenon in his book, Good to Great, where he declared that the enemy of great is good. Collins contended that the reason so few leaders or businesses attained greatness...
How Good Parts Pros Act
Some things aren't funny, they're just freakin' wrong. While working in a northeastern dealer's service manager's office, located next to the tech parts counter, I had the opportunity to listen to all the conversations between the techs and the counter personnel for...
Effective Training & Brain Science
"Why aren't they doing what I told them" Ever muttered those words? You know you have. Long ago my first service manager in New York, Bill Vukovich, used to whine constantly to the shop guys: "Buy you books, buy you books -- whatta you do? -- chew the covers off.?" I...
John Eagle, John Eagle Dealerships
John Eagle is a member of the PhD club – “Papa had a dealership.” He’s been in the business since age six when he started washing hubcaps and grilles on vehicles. What started as a bankrupt Lincoln Mercury store has turned into 13 franchises spread out through Texas...
Russell Blackstone, e-Commerce Director at Hewlett Volkswagen
Russell Blackstone, a former political consultant, enjoyed helping friends and family members with their car purchases so much he decided to go work for a dealership. Research led him to a small group owned by Don Hewlett in the Austin, TX market. It was Hewlett’s...
Interview with Russell Blackstone, e-Commerce Director at Hewlett Volkswagen
Russell Blackstone, a former political consultant, enjoyed helping friends and family members with their car purchases so much he decided to go work for a dealership. Research led him to a small group owned by Don Hewlett in the Austin, TX market. It was Hewlett’s...
Interview with John Eagle, John Eagle Dealerships
John Eagle is a member of the PhD club – “Papa had a dealership.” He’s been in the business since age six when he started washing hubcaps and grilles on vehicles. What started as a bankrupt Lincoln Mercury store has turned into 13 franchises spread out through Texas...
Correctly Compensating Sales People
It is amazing to me that the vast majority of dealerships continue to pay sales consultants on gross profits. Straight commissions comp plans no longer make sense. Don’t dealers who pay sales people on the gross realize that there is this little thing out there...
Five Simple Rules for Digital Marketing Success in the New Year
As with nearly every New Year, I am looking forward to the challenges, successes and even failures that will come my way in 2011. These collective experiences are what define us both personally and professionally, and I welcome each of these with open arms. Since 2010...
Can OEMs Actually Not Renew a Dealer Agreement?
Don’t Fall For the Bluff Car manufacturers have made a habit in recent years of using the expiration of a dealer’s sales and service agreement as a threat to non-renew the agreement unless the dealer agrees to certain things. Those “things” have involved potentially...
10 Essentials for Today’s Sales Call
The first suggestion I have is to mystery shop your competition. Most will start with “what’s your name and number in case we get disconnected?” Would you take that seriously? How many times have they heard that? Listen and learn, then compare to how your people...
People and Processes: Creating a Synergy Between the Two
People (pee-puhl) noun 1) Human beings 2) The followers or subordinates of a leader or manager Processes (pros-es-iz) noun 1) A systematic series of actions and operations directed to an end 2) a series of changes taking place in a definite manner ...
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