When we survey dealers to find out what they need, the answer most often relates to finding, hiring and retaining sales reps. Spending 32 years in this industry has given me the opportunity to see almost every sales compensation plan possible. I’ve seen them favor the dealer, the Read More

So how do you know whether you have a job, or if you actually own a business? I’m willing to bet that this is a question most dealership owners haven’t considered. However, the answer will have a tremendous impact on your short- and long-term success. Whether you’re considering Read More

It’s that time again; Time for the dreaded annual review with one of your key staff members.  For some companies, this is such an arduous process that they simply stop doing it. I’ve had many a dealer tell me that they believe it’s a waste of time.  “All the employee wants to Read More