Developer of High Performance Sales People for over 28 years.
Unlike most trainers, I have trained and managed at the highest levels of multiple dealerships. I actually can walk the walk and talk the talk. Techniques I teach have been developed and tested in the field for over 20 years and have outperformed the "traditional" sales programs still being taught today. The techniques and "tools" I teach can produce closure ratios of up to 70% with a double production in sales within around 6 months.
Key Royal Automotive Company. At The Time, The Largest Dealership Group in the U.S.
Sales Person
As a sales person, I was responsible for selling and prospecting, created the most productive prospecting program ever designed by dealership, averaged 18-30 sales per month, maintained upper 99% in store sales, held the store record for most units sold, most gross profit, and for most units sold in one day.
Key Royal Automotive Company , Ryan Motor Company, Fort Worth, TX.
Assistant Sales Manager, Corporate Trainer
Responsible for coordinating the efforts of 14-16 new car sales personnel and 10 used car people. Implemented a structured sales process and recruited and trained all sales people to average 15+ sales a month through a specific "niche'" marketing approach.
Sales Manager, F&I Manager, General Sales Manager, Corporate Trainer
Increased ranking to 25th nationally (TOP 1% in its franchise group) in two years. Developed a “first of its kind” computerized shopping kiosk in a joint venture with Radio Shack. Received write-ups nationally, including USA Today, for innovative thinking and prospect development techniques. Developed and Programmed the First Computer-Based Prospect Development Department (PDD) in the Country in the late 80's and early 90's prior to the Internet. Featured in Major Newspapers and Magazines for Creative Selling Strategies, Including USA Today.
General Manager, Corporate Trainer
Increased sales over 75% the first year of operation, 50% the second year, parts by 400% and service fixed coverage to average 100% - 115%. Responsible for all departments.
Corporate Director of Training & Development
Promoted from a General Manager position and now in charge of five new car franchises and six used car facilities, my responsibilities included: interviewing, testing and evaluation of potential candidates, college recruiting, training of all sales personnel, supervision of sales, quarterly reviews, preparation of policy manuals, sales department procedures, trouble-shooting existing stores and and executing business plans to correct same, implementing marketing plans to increase store productivity, management training in sales techniques, closing, personnel review policies and procedures. Within 2 years, all of the store franchises ranked in the top 10% of stores nationally in sales.
Seminar and Conference Leader in The U.S. & Canada
Contracted with Study and Application Consultants (through Key Royal), Troy Michigan, to develop and facilitate fixed and variable sales/training programs for the following manufacturers:
Nissan Motor Company (Service/parts operations, statement analysis)
Mitsubishi (Fixed operations)
Volkswagen/Audi (Business and Operations Management & Personnel Management)
General Motors Dealer Academy (Variable and Fixed Operations for service advisors and all managers)
Ford Motor Company (Seminar Conference Leader for Ford Dealers)
Sales & Management-Training Consultant for all Dealership Departments
Management and Sales Consultant for the third largest Automotive Retailer in the United States and Canada. (TOP 1%) Traveled throughout the U.S. and Canada servicing both dealers as well as manufacturers on a personal in-house consulting basis and/or seminar training basis in all phases of automotive operations.
The Car College (for Gulf States Toyota- Six-State Territory), Dallas, TX.
Training Recruiter & Facilitator
Serviced Gulf States Toyota as Recruiting & Training facilitator for six-state area surrounding Texas for two years along with other training accounts. Training facility for all dealers was in Dallas, Tx. The College produced several top ranked sales people in the DFW and surrounding five state area.
Superior Automotive Group, Kansas City, KS.
Director of Training & Development
Recruited and trained for twenty-one dealerships within the group. Reduced turnover by 50% the first year. Part of management team that increased sales from 7,000 units a year to over 25,000 units a year in 3 years by implementing “theme” and specific “niche” marketing advertising. Developed a four-person BDC department in 1992 that sold over 1000 vehicles a year. Also developed a computerized kiosk for business lead generation development (prior to Internet) that was used in major traffic locations including malls, credit unions, and Sam’s Club. A team of 4 sales people, supervised by my department, sold 931 cars the first year, and over 1000 incremental sales the second year. Also created, wrote, hosted, and co-produced the “Automotive Shopping Network” in 1992 through 1995, a weekly and Saturday morning 30-minute infomercial featuring the dealership. My responsibilities also included co-supervision of all Superior dealerships as part of its Directors team. Dealership group was ranked in the TOP 1% of dealerships in the world. Dealerships included Chevrolet, Ford, Cadillac, Buick, Nissan, Toyota, Lexus, and over a dozen Buy-Here, Pay-Here locations.
Allen Samuels Auto Group, State of Texas
Corporate & Independent Trainer
Worked with the dealer since 1988 to implement internal systems, controls and procedures to reduce the sales turn-over and increased retention to around 60%, three times the national average. Trained and developed sales people to sell 18-25 cars a month consistently through extensive "hands-on" training, role-play, closing, telemarketing, and business development "niche" markets. Allen Samuels has dealerships throughout Texas and is also ranked in the TOP 1% of dealerships in the world.
Vista Ridge Auto Group
Corporate Trainer/General Sales Manager/General Manager/Executive Director
Worked with the dealer to implement internal systems, controls and procedures to reduce the sales turn-over by two-thirds each year. Trained and developed sales people to sell 18-25 cars a month consistently through extensive "hands-on" training, role-play, closing, telemarketing, and business development principles. Vista Ridge won every General Motors award, including the Jack Smith Leadership Award, and was ranked in the TOP 1% of dealerships in the world. Also served as the General Sales Manager, General Manager, and Executive Director. Dealership averaged a 70% closure rate for 17 years and outsold its competitors an average of between 2 & 3 to 1.