I bet you are asking yourself...what exactly does this mean? I am certain you have heard repeatedly and read numerous blogs about developing a unique and personal brand for your dealership, and how important this is while striving to gain that "competitive edge" which sets you apart from other "cookie…

Accountability...It is more than a fancy six syllable word. The business dictionary defines accountability as "The obligation of an individual or organization to account for its activities, accept responsibility for them, and to disclose the results in a transparent manner." Accountability is not a new tool; it is not constricted to the…

“Point the Thumb and Not the Finger”

What does all this mean?

Pointing the thumb and not the finger means to accept responsibility for your actions.  It's so easy to blame someone else or other circumstances for your failures or lack of results.  Take ownership of your own future; write your own book of business!  Become that entrepreneur and build your…

I was visiting a dealership repair center recently, and while sitting in the customer lounge working on my laptop, I couldn’t help but identify with some of those “waiters”, who during my 30+ years in retail, I referred to them as just that…”waiters”. I watched and recognized emotions of restlessness, uncertainty,…

Although this subject has been at the center of some very insightful debates recently, my opinion is a strong YES!  F&I departments in automotive dealerships should be playing a major role in the overall social media strategic plan, especially on Facebook™ and Twitter™. After all, the financial business office serves the public in so many beneficial ways; first as a…

Over the weekend, I was sifting through boxes and boxes of dealership "stuff" in preparation for my presentation at the Automotive Super Conference in June.  I came across notes from a "Kick-off" Department Head Meeting I conducted in 1997, in the spirit of Jack Dawson's famous speech in the movie Titanic.  I thought this was pretty remarkable as the remake is soon to be released in 3-D.  I scanned over my notes and chuckled..."Some things are still so relevant…

Exactly NOT what you are thinking! Let’s look at these 10 examples of the “EX’s” we want to find in your stores!

1. Examine the processes of the daily routine operations of your dealership. From the way the phone is answered and your callers greeted…

Many years ago, New York City very effectively and successfully branded themselves with "I Love (heart) NewYork"!  Another example...Everytime I…

Historically, during the week between Christmas and New Years, we all breathe a huge sigh of relief that the Christmas rush is over, and we then reflect over the success or failure of our business over the past year.  A meeting with Comptroller/CPA Firm usually takes place, where the true profits are discovered after taxes, bonuses, LIFO…

It’s a simple word with complex connotation at times. Pleasant, delightful, agreeable, decent, respectable, skillful, likeable, friendly, engaging, gracious, polite, kind, charming…. All these…

Now you get your answer:

CAR BUSINESS = PEOPLE AND PERCENTAGES!

(Sure automobiles have something to do with it, but why get technical?) The message that I am trying to convey in this discussion is simplicity. As I read and partake in so many of these dialogues, I find we get so caught up in the razzle dazzle of the technological world and the various extended facets that brings to our operation, that we sometimes stray from the…

Demons and Ghouls, Goblins and Ghosts..

Come listen to a tale hair-raising to most



Stepped out of the darkness, under the moon lit sky

As the night wind howls and the bats fly by



From behind a tombstone a car dealer creeps

To face an open coffin where an awakened corpse weeps



This frightful figure looks dreadfully at the man

And pointing to the stone with a trembling hand



“Rest in Peace” says the corpse with a morbid moan

“Here…