Teamwork and CSI are like a relay race. It's not as important who starts or who finishes. What’s important is that the baton does not get dropped!

Are you constantly training & most importantly recognizing all who touch the baton? Salespeople? Service advisors? Techs? Car washers? Receptionists?

Building an intentional culture in your dealership takes sound leadership, collaboration, execution, and reinforcement.

However, it comes down to one simple formula...............

Intentional culture formula:…

Elmer Wheeler coined the term in the 1930’s. Basically, he told customers the benefits they will get from a product or feature rather than what it did. He painted a picture convincing the customers how they would feel after using the product as well as what impact it would have on them. “It’s the sizzle that sells the steak and not the cow.”

Simple steps to sell the…

The Many Hats of the Auto Dealership General Manager

By Richard A Nimphie | Submitted On October 24, 2012

The general manager acts as an extension of the dealer/owner and, as such, not only assures the successful direction of long and short-range objectives, but is also responsible for the discipline, morale, and effectiveness and well-being of each person employed by the dealership. He/she develops efficient managers and works through them to see that mutually agreed upon goals…

Which Leadership Ratio Matters Most?

debt to equity…………….?

price to earnings…………?

net to sales………………..?

NO!    It’s the proportion of praise to criticism.

HINT:              …

• Determine what your aging policy is going to be, then stick with it!
• Aging policy has to be “pure”. In other words, if your aging policy is 60 days, then a vehicle must be off the books in 60 days, as opposed to, "Well, its 60 days so let’s determine what we will do with it".
• The best approach to aging is to review your…

The first time I came across the term MBWA was in one of my  college text books over 40 years ago. Admittedly, I felt the author was  attempting humor to describe an unprofessional approach to managing a  business and communicating with company associates. Little did I realize at the time, that this would be the most important management tool I  would use in my career as a dealership manager and owner.

Employee turnover has plagued the automobile industry for decades. Many articles…