Marketing- Where To Begin

“I’m trying to put together a marketing schedule, where do I even begin?” a dealer asked me after a recent National Dealer Meeting. It can be overwhelming to decide where to spend your marketing money. The stakes become even higher when you don’t know what you are trying to achieve with the budget. Spending marketing money to spend marketing money is a bad plan, but these are the steps I walked through with the dealer. [...]

By |2020-09-01T10:51:34-05:00June 11th, 2020|Management, Sales|

Setting Up Commercial Accounts To Generate Additional Revenue

For many dealerships, the commercial accounts that you service lack a dedicated and effective process.  Your commercial accounts may include a golf course, a landscaper, a larger farmer, or a local government or municipality. Regardless of who it is that you are servicing or what your commercial accounts look like, there are three keys we see in dealerships who demonstrate on-going success when handling these accounts. Commit to 8 touches a day The very first [...]

By |2020-09-01T10:54:48-05:00April 22nd, 2020|Management|

Maximizing the Space in Your Dealership

Regardless of the size of your dealership, it always seems like space is at a premium. The set up and flow of your dealership is pivotal not only to your cash flow, but also to your customers’ experience with your dealership. Some of the dealerships we work have 1000 square feet while others have over 20,000 square feet or more!  No matter the size, we often hear: “We don’t have enough space!” Regardless of the [...]

By |2020-09-01T10:54:52-05:00April 14th, 2020|Management|

When to Add/Drop a Line

As we work with dealers, one conversation that comes up often are the product lines that a dealer carries. For many dealers, the lines they carry can easily become their identity. They put so much effort into making sure that the brand is known and respected in the community. A struggle typically emerges when a dealer starts thinking about bringing on an additional line or removing a line. How do you know it’s the right [...]

By |2020-09-01T10:39:21-05:00April 7th, 2020|Management|

Maximizing Your Co-Op

For most of the dealerships we work with, marketing is one of the biggest areas of confusion. It’s always clear to me that most, if not all, dealers didn’t start their dealership because they loved putting together a good marketing strategy and then implementing it. No, most dealerships view marketing as a necessary evil. They know they need to spend money on marketing to increase their sales, but they don’t even know where to start, [...]

By |2020-09-01T10:39:25-05:00April 2nd, 2020|Management|

COVID-19: Be Calm. Be Informed. Be Proactive.

During this uncertain time, know this --  YOU ARE NOT ALONE.  We share a connection with thousands of dealers across the country, and the world, who are having an experience similar to yours.   Everyone is asking the same questions; questions that begin with, “Should I…”, “Can I…”, and “How do I…” We are navigating through this together.  You are not alone.  Stay connected. * Connect with other dealers.  Having candid conversations about the struggles we [...]

By |2020-09-01T10:39:29-05:00March 25th, 2020|Management|

COVID-19: Interim Guidance for Businesses and Employers

We visit, each week, with 100’s of dealers across North America who are working to navigate the stormy waters of the Coronavirus and the aftermath that will come, we are encouraged with the grit and determination we see in you.   We know you are determined to equip yourselves with the facts.  You are determined to lead your employees with strength and a hope for a brighter future.  And you demonstrate the commitment required to innovate [...]

By |2020-09-01T10:39:34-05:00March 18th, 2020|Management|

Professionalism: Product Knowledge

As an owner or manager in a dealership, you are often viewed as an expert in the product that you sell and service, and rightfully so. You know more about the details of the product than just about anyone else. When thinking about conveying professionalism in your dealership and selling your brand, it’s important to not undervalue the power of the knowledge. People come to your business because you are the expert. Think about the [...]

By |2020-09-01T10:39:43-05:00February 25th, 2020|Management|

Active Listening 

Have you ever noticed that the more someone feels unheard, the louder they get? I have three young children and I see this every day. My kids are constantly competing for attention and in the midst of trying to be heard, the volume in our house rivals that of Arrowhead Stadium in Kansas City. It seems so counter intuitive, but my guess is that you see this same thing play out every day, not only [...]

By |2020-09-01T10:39:48-05:00February 18th, 2020|Management|


Creating a base of documentation in our dealerships typically causes the dealers we work with quite a bit of stress. Simply the idea of taking the time out to make sure the paperwork is in order can be incredibly overwhelming. As you think about the different ways you can provide increased clarity with documentation in your dealership, I would challenge you to start with just one area. Tackling all of the areas simultaneously may seem [...]

By |2020-05-05T11:03:30-05:00February 3rd, 2020|Management, Uncategorized|