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Andrew James

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Exclusive Blog Posts

APRIL AUTO LEASE PAYMENTS DOWN SIGNIFICANTLY FOR MANY LUXURY CAR BRANDS

APRIL AUTO LEASE PAYMENTS DOWN SIGNIFICANTLY FOR MANY LUXURY CAR BRANDS

While Most Luxury Car Lease Payments Decrease Monthly Rates, Select SUVs Greatly Increase Rates  CINCINNATI, OHIO (April 19, 20…

10 Things Should Be Consider During The Inspection Of The Car

10 Things Should Be Consider During The Inspection Of The Car

Keeping track of a car is a difficult task. It is impossible to inspect a car on your own. You need to consult and discuss the entire process with one who …

WEBINAR RECORDING - How To Amplify Your Sales Productivity by 50-100% and Drive Greater ROI

WEBINAR RECORDING - How To Amplify Your Sales Productivity by 50-100% and Drive Greater ROI

In today's Webinar, we had a great discussion with Matt Weinberg, SVP of Consumer Experience at Modal. He shared some innovative strate…

Fostering Quick Decisions between Fixed and Variable

Fostering Quick Decisions between Fixed and Variable

By Keith Brice The time value of money states that a dollar today is more valuable than a dollar tomorrow. Fixed Ops managers live in the present. Their…

Car Sales Data Worth Celebrating

Car Sales Data Worth Celebrating

It should come as no surprise that new car sales are up significantly from March 2020 to March 2021, but that doesn’t stop me from celebrating. …

Optimizing Your Dealership’s Most Important Asset [DSES 2017 Breakout Recap]

Optimizing Your Dealership’s Most Important Asset
Tuesday, Oct 24 @ 9:50 a.m.
Jason Volny - National Training Manager, DrivingSales

Before I recap this breakout session at this year’s DrivingSales Executive Summit, let me pose a question. What would you say is your dealership’s most important asset?

The theme of this year’s DSES is people, and we saw that with the keynote topics this year….but we need something actionable that we can take home to our dealerships this week.

What Are The Outcomes That Dealers Are Looking For?

- Grow performance
- Engage employees
- Accelerate Advancement
- Reduce Turnover

If you invest into your people, you will have a competitive advantage.

Dealers spend close to $60 million on vendor products and services…but in order to get the value out of them, your people need to be optimized.

Are they ready to execute on your investment?

Why do we have hight turnover?
Your new employees look at the veterans, and there’s a huge chasm between where they are, and where they should be.


Case Studies

Costco - If you look at this company, the idea for paying to shop at a store was crazy at the beginning, but now if you compare Costco and Sam’s Club today, they’re completely different structures, and it all comes down to training employees.

Who has the higher labor expense? Costco.
Who has the higher labor cost? Sam’s Club.

Costco spends more than Sam’s Club on developing their employees, and yet has a lower turnover rate.

What is the true cost of turnover? The auto industry is at 70% turnover, which is $45,000 - 75,000 Cost Per Turnover. (Lost business) And that’s not including service, referrals lost, etc. (Acc’d to NADA)

Enterprise rent a car - They pay on average 20% less than their competitors, and they ask for a college degree. Yet they are successful and have lower turnover than their competitors by giving their employees a roadmap to success.

Processes For Success

Does your dealership have a process to develop your teams? This is something that is critical in the industry, yet most dealerships aren't spending time mapping out employee career paths.

Your dealership needs a structured process to advance employees’ careers while optimizing their performance.

There are 4 Factors to sales achievement:
-process
-skills
-product knowledge
-temperament

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