Train Your Team on Email Nurture Sequences in Two Weeks (Not One Big Meeting)
In 1987, the first commercial email was sent between two computers in Cambridge, Massachusetts—and it took about an hour to arrive. By the time you finish readi...
Train Your Team on Direct Mail ROI in 4 Sessions (Not a Week)
Most dealership teams still treat direct mail like it's 2008, and that's costing you real money every single month. Here's the uncomfortable truth: direct mail...
Handling a Mystery Shop Without Drama: What's Changed and What Hasn't
Mystery shops haven't actually changed much in 20 years, but your ability to handle one without it becoming a dealership-wide panic attack has. You still get th...
The Long-Term Salesperson Follow-Up Book: What's Changed and What Hasn't
How many of your salespeople are still using the same follow-up playbook they learned five years ago? If the answer is "most of them," you're probably leaving ...
Overcoming Payment Objections: What's Changed and What Hasn't
The first car payment plan in America debuted in 1916, when General Motors introduced installment buying to make Fords jealous. Before that, you paid cash or yo...
What Actually Got Faster
Your deal desk is probably slower than it was five years ago, even though you have more technology. That's not an insult—it's just what happens when you stack m...
The Salesperson Up-List Rotation Discipline: What's Changed and What Absolutely Hasn't
The Salesperson Up-List Rotation Discipline: What's Changed and What Absolutely Hasn't Three out of every four dealerships say their sales team doesn't follow ...
The Internet Sales Manager Role: What's Changed and What Hasn't
Most dealerships still treat their internet sales manager like they did ten years ago, expecting them to field inbound leads and hand them off to the showroom f...
Multi-Rooftop Digital Marketing Governance: How Top Dealer Groups Benchmark Performance
Back in 2008, when the financial crisis hit, dealer groups that survived weren't the ones with the most rooftops. They were the ones who could actually see what...
How Top-Performing Dealer Groups Negotiate Better Vendor Agreements
Imagine you're running a dealer group with four rooftops spread across the metro area. Your Chevy store in the city negotiates a parts pricing agreement with a ...
How Top-Performing Dealer Groups Handle HR Standardization Across Multiple Stores
The Myth That HR Can't Scale Across Multiple Stores Back in 1954, when Ray Kroc opened his first McDonald's franchise in Des Plaines, Illinois, he faced a prob...
Why Integration Fails (And How to Spot It)
What's your biggest fear when you close on a new rooftop? For most dealer principals and group executives, it's not the acquisition itself. It's the three mont...