Digital Dealer - August 2018 - 8

D E A L E R OP S & M ANAGEM ENT : L e a d e rshi p

By Chuck Barker
President & Founder,
Impact Marketing &
Consulting Group

Bridge the Gap
Between Where
You Are and
Where You
Want to Be
Taking Care of the
#1 Asset in Your
Dealership
Last week I had a call
from a young man
whom I have come to
respect due to his commitment, courage, and tenacity
as a new salesperson in the
automotive field. He is a rule
follower, develops solid
relationships with his

8

AUGUST 2018

customers, assists his team
members, and remains in
the top 10% in sales. The
reason he called me was to
tell me he doesn't understand why his manager
constantly puts him down,
makes fun of him, and won't
help him out when he asks
for it.
As it turns out, I know
who his manager is, and his
actions do not surprise me

D I G I TA L D E A L E R . C O M

at all. He has always been
threatened by young sharp
people on the move up. He
has never really developed
his people and prefers to sit
on his "throne" at the outdated tower. This guy is a
knucklehead from the word
go and it completely confuses me why the owners of
this multi rooftop enterprise
don't get it. This manager is
infected with several things;

Paranoia that someone will
find out how little he actually
knows, job protectionism,
jealousy, laziness, lack of
leadership skills to improve
his people, and an ego off
the charts. Sadly, he possesses the commonly adopted theory that because
his people get a paycheck
from the dealership it is the
beginning and the end of
any and all consideration
they deserve. That attitude,
however, ends up turning
off employee enthusiasm as
well as ultimately harming
the bottom line through lower than expected production
and increasing attrition.
The question is, would
you keep this manager
around? Some will say "no,"
some will say "with some
leadership development
training," some will say "depends upon how much profit
he gets from the store."
The first two answers I
can align with. The third is
unacceptable for a multitude of reasons but mainly
because I firmly believe a
manager's primary job is his
or her ability to develop and
grow individuals and the
team because that is what
grows the store. Think about
it, three-year-old parakeets
can sit at a tower all day and
pencil deals. A true leader is
one who understands that in
order to grow the store you
have to grow the individuals
and the team. A leader also
understands that in order to
grow anyone, he/she has
to be growing themselves.
Undertaking new ideas,
reading, studying, teaching,
experimenting, counseling,
sharing, assisting others



http://www.DIGITALDEALER.COM

Table of Contents for the Digital Edition of Digital Dealer - August 2018

Digital Dealer - August 2018
Contents
Message from the Show Director
How to Spot Potential Leaders in Your Organization
Bridge the Gap Between Where You Are and Where You Want to Be
Are You Organized for Success?
BMW and Mazda Incentive Program Changes May Violate Franchise Laws
Accountability: The Centerpiece of Success in Fixed Ops
14 Ways to Recruit Technicians
Disciplined Innovation
What the Companies With the Worst Reputations All Have in Common
The CRM of Tomorrow, Today
Interview With Phil Mitchell of Sunset Auto Family
2 Messages From Dissatisfied Customers
Why Reviews from the Decision-Maker Matter
The 3 Essential Traits of High-Profit F&I Managers
Price Is the Easiest Part of My Job
Phone Power!
8 Tactics to Help You Stand out on Social Media
5 Signs It’s Time to Part Ways With Your Conversion Tools
Direct Response: Now More Than Ever
Digital Dealer - August 2018 - Digital Dealer - August 2018
Digital Dealer - August 2018 - Cover2
Digital Dealer - August 2018 - 1
Digital Dealer - August 2018 - Contents
Digital Dealer - August 2018 - 3
Digital Dealer - August 2018 - Message from the Show Director
Digital Dealer - August 2018 - 5
Digital Dealer - August 2018 - How to Spot Potential Leaders in Your Organization
Digital Dealer - August 2018 - 7
Digital Dealer - August 2018 - Bridge the Gap Between Where You Are and Where You Want to Be
Digital Dealer - August 2018 - 9
Digital Dealer - August 2018 - 10
Digital Dealer - August 2018 - 11
Digital Dealer - August 2018 - Are You Organized for Success?
Digital Dealer - August 2018 - 13
Digital Dealer - August 2018 - BMW and Mazda Incentive Program Changes May Violate Franchise Laws
Digital Dealer - August 2018 - 15
Digital Dealer - August 2018 - Accountability: The Centerpiece of Success in Fixed Ops
Digital Dealer - August 2018 - 17
Digital Dealer - August 2018 - 14 Ways to Recruit Technicians
Digital Dealer - August 2018 - 19
Digital Dealer - August 2018 - Disciplined Innovation
Digital Dealer - August 2018 - 21
Digital Dealer - August 2018 - What the Companies With the Worst Reputations All Have in Common
Digital Dealer - August 2018 - 23
Digital Dealer - August 2018 - The CRM of Tomorrow, Today
Digital Dealer - August 2018 - 25
Digital Dealer - August 2018 - Interview With Phil Mitchell of Sunset Auto Family
Digital Dealer - August 2018 - 27
Digital Dealer - August 2018 - 28
Digital Dealer - August 2018 - 29
Digital Dealer - August 2018 - 30
Digital Dealer - August 2018 - 31
Digital Dealer - August 2018 - 2 Messages From Dissatisfied Customers
Digital Dealer - August 2018 - 33
Digital Dealer - August 2018 - Why Reviews from the Decision-Maker Matter
Digital Dealer - August 2018 - 35
Digital Dealer - August 2018 - The 3 Essential Traits of High-Profit F&I Managers
Digital Dealer - August 2018 - 37
Digital Dealer - August 2018 - Price Is the Easiest Part of My Job
Digital Dealer - August 2018 - 39
Digital Dealer - August 2018 - Phone Power!
Digital Dealer - August 2018 - 41
Digital Dealer - August 2018 - 8 Tactics to Help You Stand out on Social Media
Digital Dealer - August 2018 - 43
Digital Dealer - August 2018 - 5 Signs It’s Time to Part Ways With Your Conversion Tools
Digital Dealer - August 2018 - 45
Digital Dealer - August 2018 - Direct Response: Now More Than Ever
Digital Dealer - August 2018 - 47
Digital Dealer - August 2018 - 48
Digital Dealer - August 2018 - Cover3
Digital Dealer - August 2018 - Cover4
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