Every time I ask service managers about the 4th C I get a blank stare. All service managers know about the 3 Cs: Concern, Cause, and Correction, but none seem to know what the 4th C is. Why is that? The answer is actually quite simple. The 4th C is n

“You don’t build a business, you build people—then your people will build your business!” –Zig Ziglar Wow! That’s powerful, isn’t it? Zig Ziglar was my hero for over 40 years. Even after his passing, his words still inspire me. Business

While consulting with parts department managers and owners on the recording and reconciling of parts inventories for many years, our firm has seen unusual activity and trends as they pertain to these inventories in new vehicle dealerships. In the las

Whether you are a single-point dealership, small group, mid-sized group or mega group of dealerships, the opportunity to add $1,000,000 to your bottom line is absolutely achievable. For smaller groups, the profit improvement may span a couple of year

The average customer will see their automotive salesperson once every three years. The same customer will see their service advisor approximately three times a year. Relationships are either built, strengthened or destroyed in the service drive. Buil

I’ve written and spoken extensively about accountability in the 20 years since we started our company, Learn To Lead: how to do it, why it’s important, the consequences for not doing so, and more. In my recent “How to Master the Art of Accounta

Buy/sell activity remained very robust in 2018 – the fifth consecutive year of over 200 transactions. Underlying today’s robust buy/sell market is the growing U.S. economy. GDP increased 4.5% in the third quarter and wages rose at 2.9%, the h

Last month, I made the ‘big switch,’ cutting the cable-delivered TV to ‘Streaming,’ and in the process, discovered the world of OTT (over-the-top) advertising. In addition to the regular channels I previously received, I am now able to access