Leaders in the Automotive Industry

Robert Morgan

As I visit with Dealers and General Managers almost all agree that we do not do enough to help our Managers become better leaders. I agree, we all get "Thrown to the Wolves" so to speak. Results are expected. 

If provided a solution to this most agree something needs to happen. I wonder if all our results driven programs and pay plans are actually feeding into the issue. 

The Automotive Industry is a what have you done lately business. If a "Bad" Manager gets results we ignore the issue. I had the discussion with a management team about raising a price when a customer did not know about the sale price. It is okay they said. Results over ethics.

Does this business really want to build leaders or build profits and results overlooking almost anything else? We all know customers hate our process yet we still teach the same steps from 30 years ago. Same ads, pricing no one qualifies for.

There are many great Leaders in our business. To those Leaders, we are forever in your debt. Thank You. Unfortunately, the majority take results over ethics.

Is it results over ethics?

Mark Rask

training is the biggest improvement area for our store 

Tracy Gell

Trust and transparency is the key to integrity. If your business is transparent and trustworthy to your clients they will go far and likely retain those clients for the long haul and also have them bring you new business routinely.

If you're found to have multiple prices on the same product on different sites and you choose to price the client that has not seen the best price at a higher price, you have a pretty high chance of them finding the best price. It could even be while waiting for F&I or the vehicle to be cleaned. We know they shop in the showroom over 50% of the time on phones or tablets. It's foolish to think you won't get caught and how vocal are they when they find you're playing a price game with them? I can guarantee they won't be sending in friends, family and neighbors to buy from you. If you put a best price out there, have integrity and honor it!

From the last of the horse trading days many still come in the door nervous and fearful of being "sold a bill of goods" instead of a great experience giving them all the information, to help them make the best decision for them and their family! Our store feels it's best to treat them like you would your family and it will go a long way for the long haul.

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