The Theory of Dealership Evolution

Charles Darwin wrote that the "final cause of all this wedging, must be to sort out proper structure, & adapt it to changes", so that...

Misconceptions of Working Remotely

When you hear the term “work from home,” what comes to mind? Do you conjure images of a scammy multilevel marketing ploy? A person...

Why Used Car Departments Should Pay “Door Rate” for Service

It’s a generally accepted practice in the auto retail business: The service department offers the used car department discounted rates. Doing so keeps the...

Why a Diverse Workforce is Critical to Your Success

The primary job of the salesperson is to establish trust with the prospect. For most car buyers, a new car is often one of...

Not All Profits Are Created Equal

Many dealers I speak with typically think that ALL profit is good profit. How can any profit be bad? But I believe there is...
Article by Jennifer Kobylarz

Supreme Court Overturns 9th Circuit Court of Appeals on FLSA Service Advisor Exemption Rule

In Encino Motorcars, LLC v. Navarro, the 9th Circuit Court of Appeals determined that Service Advisors are not exempt from the overtime rules of...
Article by Josh Mitchell

Stop Thinking Like a Dealer

August 8th-10th at the beautiful MGM Grand in Las Vegas I will be speaking at Digital Dealer 21. My subject is “Stop Thinking Like...

Can I Get A Do-over? My 5 BIGGEST Sales Mistakes

There is nothing more exhilarating for a startup than closing deals.  Hitting sales targets, beating competitors, and disrupting a market is what drives us. I’ve...

Building Your Leadership Team: 3 Power People You Can’t Do Without

Starting today, you can increase the effectiveness of your sales team. If you are leading a sales team of more than a few people, I...

The Final Rule

A lot has changed since our parents and grandparents retired.  Today the average employee does not stay at one job for his entire career...

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Leading With Level One Accountability

There are four levels of accountability in any organization, and within the departments of that organization. And while each department and the organization itself...

What Does a Sales Manager Look Like in 2019?

The reason this is so important to me is because as management goes so does the culture of the company. The management team sets the...

Dealership Layouts: What’s Most Effective?

This seems to always be a great topic to discuss because there are truly many strengths and some weaknesses in each area. In this...