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Garry House
  • Male
  • Jupiter, FL
  • United States
  • Garry House and Associates Co.
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Garry House's Discussions

Does Your Culture Need a Makeover?

Started Aug 12 0 Replies

Recent discussions I’ve had with potential clients suggest that one of the biggest road blocks to maximizing retail automotive success is the dealership (or department) culture. I decided it was…Continue

Who’s at Fault for the Talent Shortage in Automotive Sales?

Started this discussion. Last reply by Garry House Jun 17. 6 Replies

Rarely do I come across a dealer today who claims to have a sufficient number of vehicle sales personnel. When adding the word “quality” to “vehicle sales personnel”, the dealers’ claims of staffing…Continue

How to Increase Sales “the Easy Way”

Started May 20 0 Replies

At the Sonic Automotive Dealer Academy in 2003, we began using, as a teaching tool, an article titled, “Simple Techniques to Grow Your Business.” This article was authored by Duane “D.J.” Sprague…Continue

A 6-Step Guide to D-I-Y Compensation Planning

Started May 9 0 Replies

As the most visible compensation expert within the retail automotive industry, I frequently receive dealer inquiries that sound something like this:“I think it’s time to revise some of my…Continue

 

Garry House's Page

Latest Activity

Garry House's blog post was featured

Will Activity-Based Compensation Work for You?

Salesperson%20Activities%20Tracker_v2.pdfYou cannot manage results; you can only manage activities. When activities are habitually performed and flawlessly executed, the results take care of themselves!Sound activity-management requires that you do the following:Develop, document, and implement the…See More
Sep 19
Garry House's discussion was featured

Does Your Culture Need a Makeover?

Recent discussions I’ve had with potential clients suggest that one of the biggest road blocks to maximizing retail automotive success is the dealership (or department) culture. I decided it was again an opportune time to tackle this thorny issue. “Culture” can be defined as the shared values and practices of the company’s (or department’s) employees, and it’s important because it can make or break your dealership. Business cultures change over time, primarily as a result of employees leaving…See More
Aug 22
Patrick Comley-White liked Garry House's discussion Does Your Culture Need a Makeover?
Aug 14
DealerELITE liked Garry House's discussion Does Your Culture Need a Makeover?
Aug 12
Garry House posted a discussion

Does Your Culture Need a Makeover?

Recent discussions I’ve had with potential clients suggest that one of the biggest road blocks to maximizing retail automotive success is the dealership (or department) culture. I decided it was again an opportune time to tackle this thorny issue. “Culture” can be defined as the shared values and practices of the company’s (or department’s) employees, and it’s important because it can make or break your dealership. Business cultures change over time, primarily as a result of employees leaving…See More
Aug 12
Garry House replied to Garry House's discussion Who’s at Fault for the Talent Shortage in Automotive Sales?
"I totally agree, Ron. That's why my current consulting focus is on Dealership Compensation, Implementation, and Management. Thanks very much for your input."
Jun 17
Ron Rozier replied to Garry House's discussion Who’s at Fault for the Talent Shortage in Automotive Sales?
"Garry, While I agree with all of what you wrote and what others added to the conversation. However a huge problem in hiring and retaining good sales people is that the dealer and the factories refuse to acknowledge who is making them…"
Jun 16
Garry House replied to Garry House's discussion Who’s at Fault for the Talent Shortage in Automotive Sales?
"Great input, as usual, Brian. I fully agree with "your take" as well."
Jun 16
Garry House replied to Garry House's discussion Who’s at Fault for the Talent Shortage in Automotive Sales?
"Your input is "spot on," Steve. Thank you for contributing to the discussion!"
Jun 16
Brian Bennington replied to Garry House's discussion Who’s at Fault for the Talent Shortage in Automotive Sales?
"Interesting post Mr. House.  However, the answer is much too complex to cover in five paragraphs.  There are as many personal reasons as there are reps, and that doesn't include (for want of a better description) the "lack of…"
Jun 15
Steve Gerhartz replied to Garry House's discussion Who’s at Fault for the Talent Shortage in Automotive Sales?
"Until compensation plans move away from the commission on PVU profit dealer's are destined to struggle. The same applies to management compensation. What Dale Pollak refers to as the "silo" model where each department and it's…"
Jun 15
Steve Gerhartz liked Garry House's discussion Who’s at Fault for the Talent Shortage in Automotive Sales?
Jun 15
DealerELITE liked Garry House's discussion Who’s at Fault for the Talent Shortage in Automotive Sales?
Jun 15
Garry House's discussion was featured

Who’s at Fault for the Talent Shortage in Automotive Sales?

Rarely do I come across a dealer today who claims to have a sufficient number of vehicle sales personnel. When adding the word “quality” to “vehicle sales personnel”, the dealers’ claims of staffing success turn pretty ugly. Why is it so difficult to attract quality people for automotive sales positions?Several years ago, I was working with a client in Southern California and conducting one of my rare sales training meetings. The subject of the meeting was Developing and Engaging Your Circle of…See More
Jun 15
Garry House posted a discussion

Who’s at Fault for the Talent Shortage in Automotive Sales?

Rarely do I come across a dealer today who claims to have a sufficient number of vehicle sales personnel. When adding the word “quality” to “vehicle sales personnel”, the dealers’ claims of staffing success turn pretty ugly. Why is it so difficult to attract quality people for automotive sales positions?Several years ago, I was working with a client in Southern California and conducting one of my rare sales training meetings. The subject of the meeting was Developing and Engaging Your Circle of…See More
Jun 14
Garry House posted a discussion

How to Increase Sales “the Easy Way”

At the Sonic Automotive Dealer Academy in 2003, we began using, as a teaching tool, an article titled, “Simple Techniques to Grow Your Business.” This article was authored by Duane “D.J.” Sprague who, at the time, was the president of Dunning Sprague Marketing & Advertising, a full service agency specialized in generating and retaining customers for the retail automotive dealer. All of us that were exposed to “D.J.’s” metrics took them at face value. I think many of them, particularly those…See More
May 20

Profile Information

Which best describes you?
Vendor Partner
What company do you work for (or own)?
Garry House and Associates Co.
What is your current position within your organization?
President - Owner
What is your company website?
http://garryhouse.com
What is your Facebook page/URL?
http://facebook.com/garry.house
What is your LinkedIn page/URL?
http://www.linkedin.com/in/garryhouse
How did you specifically hear about dealerELITE? If referred, who?
Chris Seraceno
Not everyone gets approved for DealerELITE. To maintain the integrity of DealerELITE, tell us what you will have to offer once a dealerELITE member?
I have been a retail automotive industry professional since 1965, and I'm still learning as much about the business as I'm teaching.

Garry House's Blog

Will Activity-Based Compensation Work for You?

Posted on March 20, 2015 at 2:31pm 12 Comments

Salesperson%20Activities%20Tracker_v2.pdf

You cannot manage results; you can only manage activities. When activities are habitually performed and flawlessly executed, the results take care of themselves!

Sound activity-management requires that you do the…

Continue

Are Sales Pay Plans on Your Mind?

Posted on January 30, 2015 at 12:52pm 2 Comments

A majority of us in the dealership consulting community, together with many client-dealers to whom we provide services, have long recognized a need for changes in salesperson compensation plans. The traditional plans which have been employed over the last several decades no longer effectively match the operating strategies being implemented in many dealerships today, particularly in those stores that are committed to “market-based pricing” their new and used vehicles on the Internet. This…

Continue

It’s Your Choice to Change!

Posted on January 9, 2015 at 11:54am 0 Comments

On December 31st, noted marketing consultant Dan Kennedy published an article titled “Change is a Matter of Choice.” He began his message by stating that now is the time when millions of people make utterly empty New Year’s resolutions. He went on to say, “the truth is, most are empty of resolve all year long,” and although I hate saying it, this phenomenon is far more prevalent than it should be within our great community of retail automobile dealers.

Way too many…

Continue

Are Win-Win-Wins Possible in the Dealership World?

Posted on September 25, 2014 at 10:30am 0 Comments

This article was written by Robin Cunningham and was originally published on the NCM Institute Up to Speed blog

thumbs up

Is it just me, or does it seem like so much of what we take for granted in life is a zero-sum game?…

Continue

Comment Wall (5 comments)

You need to be a member of DealerELITE.net to add comments!

Join DealerELITE.net

At 2:29pm on October 8, 2014, Bob Sloan said…

please forward your new phone number - will touch base either later this week or next when I get back from out of town.

 

Bob

At 4:43pm on March 17, 2011, Keith Shetterly said…
Hi Garry!  Thanks for adding me as a friend.  Have we met?  You look very familiar.  Did you used to do the 20-Group briefings for DeMontrond in Houston?
At 4:02pm on March 17, 2011, Adrian Rudik said…
Gary House rocks!
At 3:59pm on March 17, 2011, Donald E. Braemer said…

Gary

    Thanks, you are also a mentor and a leader that I look up to.

                                              Don Braemer

At 12:24pm on March 1, 2011, Stan Sher said…
Thanks for connecting.
 
 
 

Blog Posts

Google Allo Is Here PLUS LinkedIn Desktop Redesign and More!

Posted by Joseph Little on September 27, 2016 at 12:32pm 0 Comments

This Week in Social Media

 …

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Service Advisor Tips for Following-Up on Declined Services

Posted by Richard Keeney on September 27, 2016 at 10:49am 0 Comments



As we’re helping people with some of their…

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Auto/Mate's National Customer User Summit was Largest Yet with Dozens of Events for Auto Dealer Attendees

Posted by Mike Esposito on September 27, 2016 at 10:37am 0 Comments

Albany, N.Y. – September 27th, 2016 – Auto/Mate Dealership Systems announced today that its National Customer User Summit was its largest yet, spanning two full days and offering many new events, classes and…

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Efficiency is the Key to Loyalty

Posted by Mike Gorun on September 27, 2016 at 9:09am 0 Comments

Have you ever tried to call a dealership – whether it’s to inquire…

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Helion's Nachbahr Reveals Five Reasons Why Call Flow Becomes Disrupted & How to Handle at AICPA

Posted by Erik S. Nachbahr on September 26, 2016 at 4:35pm 0 Comments

Timonium, MD – September 26th, 2016-- Helion Automotive Technologies, a leading provider of information techology (IT) solutions for auto dealers, announced today that Erik Nachbahr will present at the…

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Looking for Salespeople looking to make $100 000 plus a year.

Posted by Lin Poissonnier on September 24, 2016 at 1:43pm 0 Comments

Do to reason changes and Autonation buying more Dealerships, We need Salespeople at out AutoNation Nissan Store in Brandon Florida. Great hours .Looking for people who are ready to do what it takes to be a winner. Managers are always ready to…

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