3 Things We Learned from Dealers at NADA

1. Invest in your People?

“It’s a relationship business!”- Jennifer Swope Scarborough, Swope Family Dealerships

“Take care of your people”- Mike Overfelt, Carter Myers Automotive, Charlottesville.

“Create a place where people want to work”- Brian Benstock, VP of Paragon Honda and Acura

“Give the team members confidence to build trust with the customer”- David Kain, Kain Automotive.

This seems like a simple concept but the turnover rate for sales departments at dealerships is high, but it doesn’t have to be.

Many capable people are working in the store already—if you provide training, personal development opportunities, mobility, and stable pay they will stay.?

A2Z understands the importance of investing in employees and building a culture around process, and we offer programs that bring value to your team.?

Real-life A2Z dealer examples of investing in their people:?

Nelson Automotive: Salaried employees after extensive onboarding through Nelson University.

Germain Automotive: Germain Academy https://germaincareers.com/academy.html

Many A2Z dealers have redefined the car sales role to keep and attract new talent: What does that mean??

Rename the traditional role! Examples: Schomp Automotive: Client Advisors and Marysville Toyota: Experience Consultants.?

Provide a new set of skills, allow them to plant F&I seeds, and give them more control of the sales process. They are the ones building the relationship with the customer so who better than the salesperson to consult with on the purchasing process??

2. Vendor vs. Partner?

Who is truly bringing your dealership invaluable tools that not only provide software and training but support??

The opening panel at NADA led by Steve Greenfield was a discussion with many great leaders in the industry, Liza Borches (CEO, Carter Myers Automotive), Michael Dunlap (VP, Schomp Automotive), Bill Feinstein (President, Planet Honda), and Dinos Constantine (COO Holler- Classic Automotive).

They discussed that one of the main purposes of NADA for them is to meet with their current partners and evaluate their partnership with them. Is their dealership/dealer group getting everything they need out of this vendor or are their tools just collecting dust? Who is providing actionable feedback for them to use at their dealership???

The average tech stack at a dealership is $32,000 per month- there is too much clutter- it is time for a tech audit!?

3. Be worried about Apple, Amazon, and Tesla, not other dealers.?

Wayne Gretzky said “I skate to where the puck is going, not where it has been” and that is a philosophy Brian Benstock, VP of Paragon Honda and Acura, is embracing to compete with what is to come from the big tech giants as they enter the automotive industry.?

When you walk into an Apple or Tesla showroom it is a different experience than what you typically see at a dealership. Training and process are the main focus of the sales and support teams that enable one person to handle the deal from start to finish- simple and connected!

Dealers can start preparing NOW by making changes within their walls to better support the future “predators.”?