We all know there is a tremendous amount of money spent by the dealer body to advertise their dealership and all the services and products sold. Some of this advertisement is not accounted for because of poor tracking and other parts of it are sometimes used to "keep their name out there."

With all of my valued clients around the country, I continue to ask the decision makers in each department to look for the potential employee who can become a "farmer" more than a "hunter". With…