Automotive Culture Solutions

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The latest NADA Dealership Workforce Survey shows a 72% turnover rate for dealership sales staff.

That means 7 out of 10 sales consultants are going leave your dealership. With hiring and training costs running anywhere from $7,000 to $12,000 per employee, you’re spending as much as $84,000 per year on lost talent.

And that’s just for entry level employees.

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Culture is one of the most vital aspects of your success, whether you know it or not.

With Millennials (oh no, not the “M” word!) now making up the majority of the workforce, the culture of your dealership is changing with or without you. It’s time to put a strategy in place to take charge of the trend and attract and retain the best possible people for your business.

People say today’s workers are entitled, disloyal and hard to manage. I call bullshit. The modern worker has plenty of skills and talent. They just have different needs and values than previous generations, and they’re more inclined to act on them.

64% of Millennials say that their personal values are a stronger factor than organizational values in their decision-making at work.

This doesn’t mean these people can’t be managed. It means we need to learn to lead differently.
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Ready to get serious about culture and keep your $$$ where it belongs?
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Dealership Culture Solutions are designed to address core elements of your business and to enable you to attract and retain the top talent in your industry. With over a decade of proven understanding of the unique demands of dealership operations, these programs are proven to deliver deep, lasting results. This isn’t a silver bullet or a quick fix – this is a strategic partnership for dealers who are ready to compete and innovate for major success in the 21st Century.

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Whether it’s sales staff, management or fixed ops, if you’re not prepared to meet your people where their values are, they’re not going to stick around to help you succeed. Or they’ll do the one thing even more costly than quitting and leaving. They’ll quit and stay – showing up just to get by and collect a paycheck without adding value, and possibly dragging others down with them.

If you want to be the dealership of choice for the best talent and breed loyalty that will keep them, it’s going to take more than sales contests and bonus plans. You’re going to need a culture of excellence from top to bottom.
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Alignment: tying personal values to vital business outcomes

Your staff have their own values, and they’re not checking them at the door. Nor should they – if you’re hiring smart, you’re looking for personality traits and values just as much if not more than technical skills or sales experience. The key to success lies in harnessing what matters to your people, and connecting it to what matters to your business.

Define, refine, and embed your corporate value structure.
Develop a strategy to tie this into the way you operate.
Create meaningful alignment between your goals and your employees’ personal drives.

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Dynamics: developing communication strategies

Just because you put great people on a team doesn’t guarantee that they’ll work well together and get the best results. Team dynamics must be deliberately shaped and developed in order to create the right environment for success. And if your teams have been around a while without the benefit of this kind of development, they probably have some dysfunctional habits that could use a tune up. With team dynamics programming we break down the barriers to communication and establish a clear focus on the proven elements of team success.

Build trust
Master conflict
Create accountability
Gain Commitment
Deliver Results

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Executive Support: Coaching for managers and executives

Managers and executives need support and guidance just as much as anyone. They might have done their time in the trenches to ear their rank, but a trusted advisor and insightful coach can make the difference between a decent manager and a phenomenal leader. The world’s top businesses utilize executive coaching to support their leaders and develop high-potential talent to sustain future success. Your dealership should be no exception.

Whether providing direct coaching or partnering to develop an internal coaching program, I have the experience and expertise to dramatically impact your leadership performance.
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