Admit it—you have at least one favorite salesperson that you try to give all your friends and referrals to. Why? Because they follow, to the letter, the processes that you have built over the years through rigorous effort and continuous improvement. Imagine for a moment that your sales customer’s experience is precisely what you have designed for 100% of your customers, 100% of the time, by 100% of your team members.

Focus on the Long Term  1. High demand/low availability drives price increases. 2. How we manage those increases determines retention and future market share.Many of us have seen this play before! In the early 80’s, I was a UCM at a Toyota store. For about a year, cars were scarce and mostly sold by order. We took advantage of the demand in ways that cost us 2x in the following market.

The automotive industry has not seen the playing field change this fast and in so many ways since January of 2008. With Covid still in play, we are now seeing a predicted 6+ month period of challenge in new car inventory, and a continued price and availability crisis in used car sales.