Managers Tools

How To Hire, Train, And Develop 20 Car-A-Month Sales People You can download the hiring guide HERE, FREE of Charge.	This is a one-day course designed for ANY MANAGER that's adapted from one of my NADA National Workshops. In the major of the dealerships nationwide, the average sales person is only selling around 10-12 cars a month. The topics covered in this course are presented as a systematic approach as to how to increase the effectiveness of the hiring process, proper training, and ultimately the development of the sales person. It's been a proven statistic that if you don't hire properly, provide little to no effective training, and don't spend time one-on-one in proper development of your people, you will normally lose them within thirty to sixty days. I cover in detail the specific traits of each personality type, how to hire the "proven" successful producer time and time again, how to provide the proper (vs knee jerk panic) hiring, and how to turn them into a 20 car-a-month producer within three to six months. By following these simple steps, you'll reduce your turnover, sell more cars, and have a more productive sales team.

How To Sell 100 More Cars A Month	This is a one-day course designed for the GM and Dealer only and it's the long version of my workshop for NADA in Las Vegas. In 99% of the dealerships nationwide, the "business development center", or "BDC", is only selling around 20 to 40 cars a month. The topics covered in this course are presented as a systematic approach as to how to increase the effectiveness of the entire dealership with proven techniques and strategies used by some of the most successful dealerships in the U.S. that have increased their sales 100 to 300 vehicles a month. Again, not a typo- an extra 100 to 300 sales a month depending on your total salespeople and their backgrounds... and we're not talking commercial or fleet sales. These are retail sales. I cover in detail the specific things that can be done, things that are working, and things that work in today's economy that will sell AT LEAST 100 MORE CARS PER MONTH within a one year period- if you start today. By following these simple steps, you'll reduce your turnover, sell more cars, and have a more productive service team.

How To Double Your Sales Within 90-120 Days	This is a one-day course and is designed for supervising Sales Managers. One of the reasons "business development" fails in the dealership is that the supervising manger never had to or did it himself/herself and they simply can't teach it or administrate to others. The old adage of saying, "Put your business card everywhere" simply does not work today. If it did, there would be no turn-over in the dealership and everyone would be selling lots of cars. Asking your customers, "who do you know that wants to buy a car.... send them in and if they buy we'll send you $50/$100 doesn't work either. It never has and never will in any kind of volume. (I've asked THOUSANDS in seminars) Why? Your customers DON'T SELL CARS. They rarely KNOW PEOPLE LOOKING FOR A CAR (You asked them "WHO DO YOU KNOW"). Proof- if you have 20 sales people and they each sell 10 cars a month, every month, that means they should be asking 200 customers a month for referrals? At the average closing rate, you should sell between 40 and 50 extra referral customers every month. I've been very successful DEVELOPING sales people who can sell 20+ cars a month within six months. There is a formula that works and it's often unique to the individual. This course teaches true business development starting with how to get between 35 and 100 leads per delivery! No, this is not a typo! Then, I'll show each person what other successful sales people are doing, how they are doing it, and how they can sell an extra 10-12 cars a month between their third and sixth month, or around 18-20 sales a month by month six! The sales person will present a plan of action to you on how they are going to increase their business once they complete the course. If the person is dedicated and if you allow them to implement their plan, most will accomplish their goal and you now have a more stable, more productive, sales person making money for you and themselves. Once they hit 20 cars a month, hire a new person to take their place!

The 12 Mistakes Most Managers Make	This is a one-day course that will be available soon. This course will focus on managing activity for the greatest performance. If you Manage Activity, you Control Results.

How To Maximize The Performance of Your Sales People	This is a one-day course designed for sales managers that's adapted from one of my NADA workshops. In 99% of the dealerships nationwide, sales managers don't have an organized and/or planned day for themselves. If the sales manager doesn't plan, it's hard asking the sales people to plan their day. The topics covered in this course are presented as a systematic approach in working with the sales person on a one-to-one basis and knowing how to work with the sales person daily, keep them productive, and motivate them to sell. For example, most managers try to motivate by proxy or motivate a "group" of sales people. This is OK to a point, but different personality types are motivated by different things. Did you also know that money is not the number one motivator of sales people?? It's definitely on the list, but it's not number one for three out the four personality types! It's not even number two! I cover in detail the specific traits of each personality type, their strengths, their weaknesses, and specifically how to motivate anyone for higher productivity. Then, we'll discuss the "tools" necessary to make this happen. By following these simple steps, you'll reduce your turnover and have a more productive sales team who can sell 15, even 18+ sales per person, per month. Review my video testimonials.

How To Maximize Your Profits (Gross) With Your Sales People	This is a one-day course designed for sales managers that's adapted from one of my NADA workshops. In 99% of the dealerships nationwide, sales managers "drop" the price too quickly and you end up losing a lot of profit per deal. If you sell ten cars in one day, that could be a substantial amount of money. The topics covered in this course are presented as a systematic approach in working with the sales person on a one-to-one basis and knowing how to work with the customer. For example, most managers have never had training in personality typing or the fancy word for it is "Psycho Graphic Profiling". There are four basic personality types and yet we only close to one of them by asking, "What's it going to take to earn your business today". If your closing ratio is around 25%, you are only appealing to one of the four personality types that responds to this closing technique or phrase. This means you are missing 75% of the customers which also means they are buying somewhere else. I cover in detail the specific traits of each personality type, their strengths, their weaknesses, and specifically how to close them at higher profits. The dealership I just completed training and managing for ten years (a General Motors Pontiac Buick GMC dealership) averaged around $1200 higher gross profits per vehicle than our competitors, without any aftermarket sales, and between a 50% - 70% closure ratio consistently (again, not a typo) and ranked in the top 1% of dealership sales volume nationally!

How To Develop And Expand Your Hispanic Market By 30%	According to latest U.S. Census, there are now more than 53 million registered Hispanic in the U.S. Most dealerships either do not have a marketing plan, or very limited marketing plan to increase their Hispanic market share. A dealership can increase their customer market share by around 30% in most major metro cities. I have partnered with an former minority dealer who can help you develop a specific & targeted plan to increase your sales today.

How To Maximize The Performance of Your Service Department	This is a one-day course that will be available soon.

How To Maximize The Performance of Your Service Advisors	This is a one-day course designed for service advisors and service managers that's adapted from one of my NADA workshops. In 99% of the dealerships nationwide, service advisors are not working any where close to maximum productivity, efficiency, and utilization. Neither are the technicians. The topics covered in this course are presented as a systematic approach in working with the service advisors to increase their daily activities and productivity. Part of the key to a more healthy bottom line in service is showing the advisor how they are sales people too; and as such, it is their job to keep the work coming into the shop every day. I cover in detail the specific traits of each personality type, their strengths, their weaknesses, and specifically how to sell more work to your customer. Then, we'll discuss both time and production management strategies and show them how to gain several extra "production" hours a day without actually working longer hours. We'll also discuss "manpower utilization" for the techs and what is means to them personally (in terms of money) and the bottom line for the dealership. We'll also discuss your "service market potential" and the advisor will create a business plan on how they plan to increase productivity in your shop. The dealership where I worked for over fifteen years averaged between 95% and 115% fixed coverage by effectively maximizing advisor and technician time. By following these simple steps, you'll reduce your turnover in service, sell more product, and have a more productive service team.

How To Avoid MILLION DOLLAR Lawsuits	This is a one-day course that will be available soon. Dealerships, more than ever, are targets for substantial lawsuits. It's not a matter of IF, but WHEN your dealership will become a target. Are you 100% in federal and local state compliance?