David Cox, M.S.Ed., SHRM-SCP

The Walk Around Podcast 🎙| JM&A Group Get ready for an empowering discussion! Join Liza Borches and Danelle Delgado, trailblazing women in the automotive industry, as they delve into their experiences. Learn how they excel in a traditionally male-led sector, boost team morale, and leverage mentorship to spark change. This episode is packed with practical tips for those leading the charge in the automotive world. 🎧 Listen in for an insightful session on leadership and team empowerment. Don't miss out!

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🚙Used Car Managers🔥 🔥General Managers🚗 🚘Dealer Principals🔥 🔥Automotive Professionals🚖 Want to grow and retain market share? Jason Graciano, from one of the fastest growing Honda dealerships in the nation, shares how. David Long’s All Things Used Cars... Every Friday morning at 9AM EST/6AM PST. Jump into the conversation or be a 🪰 on the wall like me! Either way, you’ll walk away with amazing insights and actionable tips that you can implement at your dealership TODAY to make you and your bottom line better. 💰🤑💵💲📈 👀 in the comments for a link to the full episode replay of Take Market Share. #automotive #autodealers #automotiveindustry #carbusiness #automotivesales #newcarsales #usedcarsales #usedcardealer #sales #cardealership

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Consolidation is happening Dealerships that used to sell 400 cars are now selling 200. Automotive groups often consolidate by having one General Manager oversee two stores. All positions are experiencing similar consolidation. Now, many highly qualified automotive pros are on the sidelines trying to find the next great job. Unfortunately, there are more talented managers than there are job opportunities. Smart4ce says: You need to get to work. There is nothing worse than a resume with a long job gap. It will work against you. After some time without a viable offer, consider taking a job a level down. Examples: General Manager-GSM, F+I director-writer, Parts and Service Director-Service Manager. Talent in action is always recognized. If you're as good as you say you are, the new organization will quickly discover this and promote you. Smart4ce works with the top 10% of the automotive business. If this is you, please send us your resume to [email protected] We get superstars better job opportunities. #consolidation #generalmanager #gsm #financedirector #servicedirector #partsmanager #usedcars #cfo #ceo #coo #president #dealerprincipal #owner #automotivebusiness #resume #jobgap

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🚙Used Car Managers🔥 🔥General Managers🚗 🚘Dealer Principals🔥 🔥Automotive Professionals🚖 If you don’t have a fast, intense, and highly focused one of these…you may be heading toward the danger zone. ⚠️⛔️☣️🤯 David Long’s All Things Used Cars... Every Friday morning at 9AM EST/6AM PST. Jump into the conversation or be a 🪰 on the wall like me! Either way, you’ll walk away with amazing insights and actionable tips that you can implement at your dealership TODAY to make you and your bottom line better. 💰🤑💵💲 👀 in the comments for a link to the full episode replay of There Is No Easy Button. #automotive #autodealers #automotiveindustry #carbusiness #automotivesales #newcarsales #usedcarsales #usedcardealer #sales #cardealership

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Reflecting on 50 years of excellence with NACAT! 🎉 What words of wisdom or encouragement do you have for our current and future members as we celebrate this incredible milestone? Share your thoughts below! #NACAT50 #AutomotiveEducation #AutomotiveTraining #AutomotiveIndustry #AutomotiveNews #ForAutomotiveTeachersByAutomotiveTeachers

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Goals and Objectives While many trade these two terms synonymously, many years ago someone told me they’re not the same: goals and objectives. Because of this mentorship I began to see things very differently, let me share. - Goal – What you “want” to happen … the goal line. So often the goal is a metric, or a phrase like “be professional”. It defines the “what,” seldom the “how to”. - Objective(s) – Those things you “will do.” The activities and efforts (The “How to”)  you’re willing to commit to reach the goal(s). A little more on OBJECTIVES: There’s 3 parts to the OBJECTIVES equation. 1.) Define the activities and efforts 2.) Inspire/create the will to complete them 3.) Determine the timing. If you know exactly what you’re willing to do, know how often you’ll do it … and the activities predictably support your goals, you can quit hoping for goal line and start crossing it. Goal first, then immediately define your objectives to reach it. Keep the guesswork out of it, commit to the “do” and you will achieve.  #performancemanagement #sales #management #traininganddevelopment #gsfsgroup #PJLMMC

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A Service Manager sent me this photo as he who bought my book on Amazon. https://a.co/d/3s3gOzx Here is an excerpt of Chapter 6 titled GHOSTED! 👻 Why Do They No Show? “For who, for what?” is the famous September 3rd, 1995 quote from Philadelphia Eagles Running Back Ricky Watters. He said this to reporters after he did not stretch out to catch a pass from Randall Cunningham that would have likely resulted in Watters getting struck by a Tampa Bay Buccaneers defensive player on the unforgiving astroturf at Veterans Stadium. This was Ricky’s first game with the Eagles after signing a big free-agent contract. During his three seasons playing for the Birds, we Philly fans never let him off the hook for this. Giving him the nickname “Alligator Arms,” which stemmed from the popular morning show on Sports Radio WIP. To this day, “For who, for what?” still is very much associated with Ricky, as he used it for the title of his autobiography. I personally believe he heard it first from Dennis Hopper, who said it to Keanu Reeves in the movie Speed, which came out the year prior in 1994. Unfortunately, the “for who, for what” attitude still exists today, with candidates not showing up for interviews. This drives every recruiter and hiring manager up a wall! So, what can be done to help eliminate or at least reduce these no-shows? It all starts with the first phone call. We closed chapter five on how to get an applicant, candidate, or whatever term you want to use to call us back. Now we have them on the phone, but “for who, for what?” Sorry, I had to say it! Lol Showing up is Half the Battle! When a prospective first-time client asks me about my hiring process, I tell them I set picks harder than Kevin Garnett did when he played in the NBA. That is how I look at the screening process. Yes, I am direct and blunt in the questions I ask. But I do not integrate an applicant for an hour over the phone. I get to the point that most people applying for employment genuinely appreciate it. As one of my graduates said in May 2017, I am firm but fair. That is how I set the stage, so to speak, to find the best quantity of quality of applicants. PM me for a signed copy! #GrowthGratitude2024 #GOALLIN

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Anywhere In The World? 🌎 One Place One Person? 🤔 Where Would You Go? 🏝️ Who Would You Bring? 👨 👩 If I Paid For The Whole Trip! 💰 💵 This is a question I ask every candidate I interview. The reason I ask this question is……:: 1. I want a candidate to visualize there dream vacation and that ONE person they would love to spend that time with. Also, how they would feel when they see the reaction of that person when it’s presented to them. 2. Then in training I show them how they can achieve this dream on one months income AFTER there normal bills are all paid. 3. Lastly I ask this to determine how committed and truthful they are. If they say probably or give two answers I hold them ACCOUNTABLE to give one DECISIVE ANSWER. Also, if the candidate whether male or female says they would take a female significant other I immediately ask them their name and if they are nice to them. They always say yes. HOWEVER, when I follow that question up with is their significant other nice to them if they say sometimes I know they aren’t going to lie to me, the dealer or a customer. As there is not any lady that is always nice to their significant other ALL the time! 😜 If you like the blend of knowledge and humor tap the link and enjoy! https://a.co/d/3s3gOzx The picture of me is in Hawaii 🏝️ #GrowthGratitude2024 #GOALLIN

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The top rule from this human resources star? Good vibes only. Bethany Sobczak, Corporate Director of HR at Fitzgerald Auto Mall and 2023 Automotive News 40 Under 40 winner, brings a refreshing perspective to HR in the automotive industry. Her career might have started as car salesperson straight out of high school, but today, Bethany is spearheading Fitzgerald’s transition to a 100% employee-owned company. She leverages her love for cars and people to cultivate a workplace culture that emphasizes transparency, trust, and shared success. In this episode, Bethany dives into the cultural shift that comes with an Employee Stock Ownership Plan (ESOP), the rebranding of HR as a fun and supportive partner rather than just the rule enforcer, and how maintaining an optimistic mindset can transform even the most challenging situations. From her early days selling cars to managing HR for an organization of 4,000+ employees, Bethany shares how she balances the need for policy with a genuine love for people. Her insights into managing egos, encouraging proactive communication, and the importance of maintaining an employee-first culture show practically how to align business goals with employee well-being. Timestamped Takeaways 0:00 - Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo 04:09 - Bethany shares how her early success in car sales led to a long-lasting passion for the automotive industry. 07:25 - Bethany talks about how she was drawn back into the automotive world after working in a more traditional corporate HR role. 08:00 - Bethany explains the decision behind Fitzgerald Auto Mall's shift to a 100% employee-owned model and how it's transforming company culture. 10:07 - The cultural shift: How employee ownership has increased accountability and team cohesion across the organization. 13:59 - Bethany discusses how her optimistic approach in HR helps her handle difficult situations and maintain a positive work environment, even when delivering bad news. 15:36 - Rebranding HR: Bethany’s mission to shift the perception of HR from the office “Grim Reaper” to a supportive, strategic partner in the workplace. 17:21 - Bethany highlights why the automotive industry is the best place to be in HR, emphasizing the unique, fun culture that allows HR professionals to be themselves and connect more authentically with employees. 19:00 - Managing egos in the car business: Bethany discusses how to leverage ego positively while maintaining a collaborative environment. 22:03 - Proactive HR: The importance of training and relationship-building to prevent issues before they arise. Bethany Sobczak is the Corporate Director of Human Resources at Fitzgerald Auto Mall https://lnkd.in/e5J88bA3 https://www.fitzmall.com/ Subscribe on Apple Podcasts: https://lnkd.in/gGCWK_Sh Follow on Spotify: https://lnkd.in/eJi2niVf

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🚙Used Car Managers🔥 🔥General Managers🚗 🚘Dealer Principals🔥 🔥Automotive Professionals🚖 Managers light a fire under people. Leaders light a fire within them. It’s time to level up your leadership game. This Friday, May 17th, starting at 9AM EST/6AM PST... Kevin Deutsch, Brad Wise, Alex Flores and other leading automotive experts dig deep into this important topic on David Long's All Things Used Cars. Jump in the conversation or be a 🪰on the wall like me! Either way, you'll walk away with profit-boosting insights and actionable strategies to shrink your aged units while growing your bottom line. 💰💴🤑💲 Look in the comments for a link to RSVP. You'll be texted a reminder once the room opens up. #automotive #autodealers #automotiveindustry #carbusiness #automotivesales #newcarsales #usedcarsales #usedcardealer #sales #salesdevelopment #salesexcellence #leadership #leadershipskills

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Poor communication and process are the main reasons service departments fail

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Auto Dealers, GMs: Are You Leaving Deals on the Table?🚗💵 Imagine adding car 15-20 deals per month to your bottom line. What kind of impact would that have? If you're passing up subprime opportunities because the process feels cumbersome or your desk/F&I manager lacks the expertise, you're not alone. Many are missing out on deals simply because they don't know how lenders buy or resort to shotgunning deals, hoping for the best. Passing on a 575 FICO score is like handing your competition a gift basket. The reality: Over 50% of the U.S. population has either slow payment history or a thin credit file. Why let those deals slip away? Instead, consider leveraging a virtual subprime assistant to: ✅Collaborate seamlessly with your desk and F&I Managers ✅Eliminate downtime and costly funding delays on your CIT ✅Put more deals on the books and boost your performance significantly Why Dealers Choose Chernek Consulting: ✔️Desking Strategies Training: We align your sales and finance teams for consistent results that maximize performance. ✔️Speedy Loan Approvals: Get approvals quickly and stay within lender guidelines to sell more products. ✔️Inventory Control & Metrics: Evaluate your inventory with precise reporting - never miss a deal if you don't have to. ✔️Virtual Subprime Concierge: Let Chernek Pros handle subprime, so you can focus on what you do best - selling cars! We are transparent, compliant, and meet FTC mandates. ✔️For BHPH dealers, we offer AI-driven loan decisioning technology tailored to ensure your business runs at peak efficiency. 📱📈Ready to take your dealership to the next level? Call Chernek Consulting today at 866-894-1899 or connect with Becky Chernek directly on LinkedIn! #AI #Technology #subprime #subprimemanagement #deskingsolutions #deskstrategies #fanditoday #reinsurance #customerretention #customerloyalty #lenderoptions #BHPH #independent #franchise

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🌧️ Flood The Floor Or Sprinkle It? 💦 We are turning back time where you have to roll up your sleeves again to EARN a customers business. The competition is being aggressive and the gross profits are no longer $XXXX over MSRP. To put it bluntly you actually NEED to know how to work a deal like we OG’s did before some of you were even born! This reality of 2024 has caused a dilemma with Management. Do you flood the floor knowing you have coverage for those late Summer nights and Saturdays? Or do you run with a thin sales staff so everyone continues to make money? The answer is NEITHER! When I sold cars I COULD CARE LESS how many salespeople were on the floor. I knew I was going to get my share as I bet on myself to win, and my results proved it. If you ask my Mentors and former Owners they will back me up on this. But today most salespeople don’t know how to develop this mindset of “creating your own shot.” They just get negative and pissed off thinking management is slicing their share of the pie in half! This has made management keep fewer salespeople working them longer hours. On the surface it appears that’s the right decision, HOWEVER in the long run you wear everyone out where they eventually will break down. Just ask the NY Knicks how this philosophy is working out for them right now. 🏀 Now when your salespeople become exhausted, emotionally spent from trying to justify that money is the trade off from spending time with their families, or have a situation happen (breakup, death, or sickness) that causes them to miss time, the production drops or worse yet they quit! Which leaves you short handed then the animosity builds up because of the conflict of interest between time and money. Sound familiar? I too have been faced with this dilemma the past few years. Where I’ve elected for a softer travel schedule and better quality of life. As I said to someone very special recently I’m not putting work over a relationship ever again. So we identified the problem, what’s the solution? The solution will vary from store to store but it should start with everyone (GM down to the newest salesperson) being on the same page BEFORE you take or not take any action. This will ensure the work/life balance everyone desires. Preventing you from stepping on dollars to save pennies or worse yet lighting the profit you are making on fire.🔥 #GrowthGratitude2024 #GOALLIN

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🚙Used Car Managers🔥 🔥General Managers🚗 🚘Dealer Principals🔥 🔥Automotive Professionals🚖 David Long lists 18 non-negotiables for instant success in 5 minutes or less. 🤯 David Long’s All Things Used Cars... Every Friday morning at 9AM EST/6AM PST. Jump into the conversation or be a 🪰 on the wall like me! Either way, you’ll walk away with amazing insights and actionable tips that you can implement at your dealership TODAY to make you and your bottom line better. 💰🤑💵💲 👀 in the comments for a link to the full episode replay of Non-negotiables For Success.. #automotive #autodealers #automotiveindustry #carbusiness #automotivesales #newcarsales #usedcarsales #usedcardealer #sales #cardealership

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🚙Used Car Managers🔥 🔥General Managers🚗 🚘Dealer Principals🔥 🔥Automotive Professionals🚖 Want to price your invetory to maximize profits? David Long shares H.O.W. on All Things Used Cars. 🤯 Every Friday starting at 9AM EST/6AM PST… Jump into the conversation or be a 🪰 on the wall like me! Either way, you’ll walk away with amazing insights and actionable tips that you can implement at your dealership today to improve your bottom line. 💰🤑 👀 in the comments for a link to the full episode replay of Pricing For Profit. #automotive #autodealers #automotiveindustry #carbusiness #automotivesales #newcarsales #usedcarsales #usedcardealer #sales #salesdevelopment #salesexcellence

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This is one of the biggest challenges in the automotive industry. We need more managerial training on leading. This is why I am starting webinars in my market for leaders to perfect the leadership side of the business.

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