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Jared Hamilton
From: Jared Hamilton
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Bart Wilson

Bart Wilson Director of Operations, Media

Exclusive Blog Posts

4 Sales Lessons from Real Car Shoppers

4 Sales Lessons from Real Car Shoppers

I’ve worked with auto dealerships across the country and 99% of the time, when I ask what their primary goal is, the answer is increasing car sales. …

WEBINAR RECORDING - How To Generate More Qualified Leads in Q4

WEBINAR RECORDING - How To Generate More Qualified Leads in Q4

  Car shoppers have a lot of questions and dealerships need to be available to answer them quickly, concisely and at scale to maximize sales. 8…

This is How Reed-Lallier Chevy Sold More Used Cars – and How We Helped

This is How Reed-Lallier Chevy Sold More Used Cars – and How We Helped

Used or Certified? More often than not that seems to be the choice car buyers are making during this unsteady sales year. Consider: Edmunds expects new veh…

How Servicing Fleets Should Be Different

How Servicing Fleets Should Be Different

A large local construction company truck pulls into the service drive. The lone occupant hops out of the driver’s seat, already scrolling through…

Are You Ready For Monday? DSES Best Idea Contest, 2019!

Are You Ready For Monday? DSES Best Idea Contest, 2019!

One of my favorite events at the Driving Sales Executive Summit is the Best Idea Contest. Each year participants enter their respective ideas. For those wh…

How You Should Approach "Best Practices"

Jay Acunzo discusses how we should approach any ideas we want to implement to our dealership.  What works for someone else in your 20 Group may not be the right situation for your store.  Jay states that we need to improve our questioning skills to filter any best practice.

How do you determine if a best practice is right for your dealership?

John Goll

Very well said!

In my opinion, Best Practices are more of a general standard where to start. If you've never implemented a certain strategy before or taken on a kind of project then Best Practices give you a great framework to build off of. You should always be adapting to your market or environment though. Strategies need to constantly be optimized and tweaked to get better results or else you become stagnate.

R. J. James

Best Practices are good to know, but you need to understand your organizations culture before you try to implement them.  

Bart Wilson

RJ, what do you mean by understand the culture?  I love the approach, just trying to get some clarification.

R. J. James

@Burt...  Over the past 20 years as a manager and consultant, I have been blessed to work with a wide range of organizations (National Retailers, Major Athletic Brands, Fast Food Restaurants, Print Publishers, Non-Profits, and Start-ups).  Those experiences led me to develop and use four categories of how an Organization's Culture accepts Change. 

The following are a generalization of my experience working with Auto Dealerships:

Traditional Culture... Strongly resist Change (i.e., working with dealerships in 2004-2006 we tried to advance the idea of Websites and Internet Sales)

Conservative Culture... Forced into Change by external forces (i.e., dealerships did the minimal Website and assigned an Internet Sales Person/Manager because their OEM forced them to do it) 

Adaptive Culture... Accept Change to stay Competitive (i.e., dealerships adopted Website and Internet Sale Best Practices because their local competitors had done so)   

Innovative Culture... Aggressively seek and implement Change (i.e., dealerships that were the first to invest in technology and people to build a Website and Internet Sales competitive advantage) 

Bart Wilson

RJ, this is a great way to break it out.  I feel that we also need to look at an "act or be acted upon" slant as well.  Some dealership cultures are there because their environments have created them versus the dealerships that actively monitor and look for opportunities to improve their culture.

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