Mar 20, 2020 | Magazine Article
Corporate accountability is a FACT when monitoring the technical performance of the dealership, but mostly FICTION when applied to people performance. The ironic fact is that people drive the success of a dealership so it just makes good sense to apply accountability...
Oct 20, 2019 | Magazine Article
Employees have told me they would not shoot themselves in the feet tonight if they wanted to participate in and win a foot race in the morning. First, the act would result in physical pain that is not enjoyable, and second, it would interfere with running. Knowing...
Jun 20, 2019 | Magazine Article
IN THE SPRING issue of Western Equipment Dealer, I wrote about “5 Key Areas that Separate Average and Great Dealerships.” After a dealer friend read the article, he asked what odd or funny things have trainers for WEDA’s Dealer Institute experienced in dealerships....
Dec 20, 2018 | Magazine Article
AT A DEALERSHIP, just like any business, there are two critical things required to survive: 1. turn a profit 2. generate cash Yes, many other things are important, including customer experience, employee morale, safety, marketing, and branding, to name a few. However,...
Oct 20, 2018 | Magazine Article
HAVING BEEN PRIVY to many dealers’ thoughts and beliefs about peer groups, I thought it was time to chime in on the pros and cons of being in a group. In my role as a consultant and trainer, which includes facilitating peer groups, it is apparent there is a...
Jun 21, 2018 | Magazine Article
Let’s begin by stating that the senior leaders of a dealership are responsible for creating a workplace culture that fosters high morale and productivity. Having said that, there are both family and corporately owned enterprises that fail to live up to this...
Jun 21, 2017 | Magazine Article
WRITER’S NOTE: I began drafting this article while staying at a hotel on Super Bowl Sunday. While that was a few months ago, I thought I’d share some events leading up to the game that are as relevant today as they were back in February. Wanting to watch the game, I...
Jun 20, 2017 | Magazine Article
HAVE YOU EVER promoted your most skilled parts person to manager only to find out the employee lacked management abilities? Of all the questions whispered in my ears, the most common is: “I am now a manager. What is expected of me?” Along with the parts counter...
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