A very interesting dynamic occurs when business is good...standards of performance often fall and many managers back away from managing performance. They just let people do what they do and try to keep up with penciling deals and managing inventory. After all...sales and profits are good.  However, when business is not good, then everyone starts to look at ways to…

It goes without saying that if a business is going to maximize sales revenues they would need to focus on three key areas of business…the people, the processes and performance.  I call these…essentials.

Having the right people with the right skills and talents is essential.…

Statistics show that many businesses, including many automotive dealerships are functioning at 50-60% of their potential.  And while some reading this may be producing at a higher level, or may not think that is a fair number with regards to their dealership, I would ask...how good is your dealership really? 

You see, it is pretty easy to measure what you did achieve.  It is…

In the world of performance endeavors, when the opening horn sounds, or the preverbal curtain goes up...It's Showtime.  Time to focus on the job at hand....helping a customer to be a customer in your dealership.  Whether they are buying a vehicle, getting their vehicle serviced, or stopping in for any reason...they deserve the very best…

Every year around this time we start to get calls from clients who to realize the targets and related goals they set in place for 2015 are missing one essential element...the HOW they are going to accomplish their goals and projections.…

In the world of selling and service...performance matters.  How long someone has been doing something is not what influences results.  What someone does with what they know is what causes positive results.

Take the golfer who has been playing for 20 years.  How long he has been playing is not an indication of how good he is.   He could be very experienced at doing things in an acceptable and mediocre manner.  Thus, length of experience is not an indication of…

As I travel throughout my business days I come across way too many not smiling faces and unfortunately many of those faces are on showroom floors of dealerships.  A smile is the international sign for "I'm glad to see you".  I'm not talking about those fake smiles I see some people put on as part of the 'meet and greet".  I'm talking about those genuine smiles that come automatically to your face when you are genuinely glad to see someone. 

Hear are some interesting facts…