William J. Miller III

“Product knowledge builds confidence” Does your team have the knowledge to speak intelligently about all of your pre-owned inventory with customers? Do they know the recon investment for each vehicle to build value? They do if they have iPacket in the palm of their hand and on their computer. They have all the OEM data knowing every option, length, width, head room, towing & payload capacities & more to overcome objections & build value in why your vehicle may be priced higher than your competitors nearby. Your competitors could have less options and or may have just did an oil change & superficial wash to the front line. Time kills deals. Don’t let your team wander back & forth to the sales desk and to service. Simplify the sales process.

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Our launch story continues.... #residentialconstruction #construction #conflowproduction #industrializedconstruction #housing #housingcrisis #crushthecrisis #Ontario #TPS #toyotaproductionsystem #toyotaway

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Increase Dealership Success: Boost Your Parts and Labor Sales Want to skyrocket your dealership's success? Discover the winning strategies to increase parts and labor sales, improve internal culture, and eliminate customer complaints. Join our power sport academy for invaluable knowledge and insights. Don't miss out on this game-changing opportunity! #DealershipSuccess #BoostSales #InternalCulture #PowerSportAcademy #CustomerSatisfaction #AutomotiveIndustry #BusinessGrowth #SuccessStrategies #AutomotiveTraining #CarDealership

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Repair Order aging is becoming a MAJOR problem and for most dealers it is not going to end well! In every Spader Business Management 20 Group meeting I have had this year, I've pointed out how the aged RO count is steadily building. In our composite, we track the number of open ROs, and also those at 30 days and 90 days old. The number of open repair orders is usually enough to scare me, and then when you see 50% of them or more are 90+ days old, you know someone is going to feel some serious pain. I don't have the data to back it up, but years ago I took a service class, and was told that once an RO gets to that 90 day mark, the chances of collecting payment on it are less than 15%. Personally, I think 15% is optimistic. Earlier this year I came across my first dealer with more than 1000 open ROs, some going back 4 years. My rough math put the write-off at between $350,000 and $400,000 dollars. Seems like it's a big enough number for ownership to pay attention to..... Dealers often ask me what an acceptable number is. The reality is that there isn't an acceptable number. That math needs to be replaced with a process. At least once a month, and preferably every two weeks, the owner/GM needs to sit down with the service manager and one by one go through every RO that is more than 30 days old. - If the part is on backorder then go on a scavenger hunt - If the customer took the machine, give them one last chance to bring it back for the repair - If it's warranty then get it cashiered - If it's policy then take the hit - If the customer won't come pick it up, file a mechanic's lien and auction it off - If it's a problem child and the techs are procrastinating, then assign more talent to it - If the OEM is dragging their feet on assisting, then remind the customer to file a lemon law claim There should be a valid reason why every RO is open, and the team should be working every avenue to get them closed out. The bigger that list is, the harder it is to get it back under control, and the bigger the write-off will be. Repair orders can also become stealth AR accounts, where employees park parts and make payments. I've also found a lot of theft and deceit buried in open RO lists. And this is just my personal stance, but I prefer to disable the function in Lightspeed DMS that allows the dealer to cashier a part of a claim, and move the unfinished work to a new RO. This becomes a hamster wheel that spins up at the end of each month, and once you start it's tough to stop. It's a waste of time, and clouds the real status of the open RO list. Lightspeed offers a great suite of reporting tools. When is the last time you sat down with your service manager to review the open RO list? #Service #Powersports #Marine #RV #RepairOrders #Policy #Liability #ServiceManager #Process #Lightspeed #LightspeedDMS

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Leadership Skills in Automotive Dealerships Leadership in automotive dealerships is more than just managing a team; it's about inspiring people to achieve greatness and fostering a culture of success. Here are some key leadership skills that can drive your dealership to new heights: - **Effective Communication:** Open and honest communication is the cornerstone of effective leadership. Make sure your team feels heard and understood. - **Visionary Thinking:** A great leader has a clear vision for the future and inspires others to see and work towards that vision. - **Empowerment:** Empower your team members to make decisions and take ownership of their work. Trust in their abilities and watch them flourish. - **Adaptability:** The automotive industry is constantly evolving. A strong leader can adapt to changes quickly and guide their team through transitions smoothly. - **Problem-Solving:** Challenges will arise, but a capable leader remains calm under pressure and tackles obstacles head-on with creativity and determination. - **Team Building:** Fostering a sense of camaraderie and collaboration among your team members will enhance overall productivity and morale. - **Accountability:** Hold yourself and your team accountable for their actions and results. Encourage a culture of responsibility and ownership. - **Innovation:** Encourage creativity and innovative thinking within your dealership. Embrace new technologies and ideas that can drive the business forward. True leadership is not just about managing people; it's about inspiring them to be their best selves and achieve their fullest potential. By honing these essential leadership skills, you can create a thriving and successful automotive dealership that stands out in the industry. Let's drive towards success together! Watch my motivational videos on leadership and personal development for more insights: https://lnkd.in/dfhC7Qef

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What happens when academic research meets the showroom floor? After speaking with Ashley DeBoer, MBA, Vice President at Mint Motors, and a doctoral candidate exploring how strategic, research-driven approaches can transform dealership culture and customer experiences, I’ve been thinking a lot about how tough it can be to put theory into practice. Yet, if we can find ways to bring these insights into our day-to-day operations, we might genuinely connect with customers, elevate their buying experience, and foster a more inclusive industry. I’m curious—has anyone implemented an idea that started as an academic concept? How did it translate in the real world? Check out the latest episode of Get In Her Lane to hear more about Ashley’s mission and how her doctorate aims to reshape how we approach automotive retail. #AutomotiveRetail #CustomerExperience #DigitalTransformation #DealershipCulture #WomenInAutomotive #GetInHerLane

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Some of the amazing capabilities and solutions Group O provides. Check out the case study below with one of the largest tire companies in the US. Connect with me to discuss the innovative ways we can help your business.

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🎙️Sales Training "Setting the Tone on the Sales Process" Part 2. Needs Assessment as the First Step in the Sales Process. Link to the full video 🔗 https://lnkd.in/ge2Tmc3t #jktraining #salestraining #kotautogroup #salescoaching

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🎙️Sales Workshop: Overcoming Sales Challenges—What We Can Control and What We Can't, Ensuring Leads and Deals in Low Seasons. - Part 1. Walking through common challenges salespeople face during low season. - Click here to watch the full video 🔗 https://lnkd.in/gywXFgzx Kevan Threadgill Jaren Wicinski Jordan Barkett Jovan Roy Mike Ister #jktraining #jkworkshop #kotautogroup #saleschallenges #coaching #dealership #salestraining

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Leading by Serving: How To Unlock Potential Through Servant Leadership Leadership is about service. As leaders, our mission is to empower and inspire our teams. We need to be there to listen, advise, or recognize their hard work. Appreciate your wisdom on leadership Andrew, it’s inspiring. Let’s continue to evolve our leadership through intentional service. #leadership #service #automotiveindustry #serve John Ellis BEVEverything, EV Consulting

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"Do you have a good factory rep?" Was in a large 20 Group meeting today with some quality dealers. Big volume, multi-line players. Still significantly more profitable than the industry average, these guys and gals know what's going on. Mostly Metric, but a little American sprinkled in for variety. I asked one simple question, with some caveats. "Take your personal emotion out of your answer. Disregard where things are currently at in the business cycle, and don't think about your current issues with inventory. Do you have a good factory rep?" One by one we went down each OEM/vendor. Almost ashamed that not one brand got better than 20% of the dealers in the room to raise their hand. One vendor only got a single hand. If there was any consistency in the room, it just had to do with multiple dealers being served by a single quality rep. As I have said before, a good rep can make a bad vendor look OK, especially in a sea of bad options. The relationship between dealers and vendors is broken. These acrimonious relationships are leading to poor results on both sides. Wish I had better news to share, but the truth is the truth, the facts are the facts. Dealers have choices, and the selection of currently available inventory is unlimited. I hope that we will start to see a shift in dealers moving business away from the vendors, and towards the small number of OEs that have the potential to break through to business partner status. Keep an eye out for some future posts where I'll be sharing some data on which brands are outperforming the industry. I know a lot of dealers are afraid to speak out, but for those who are, where are your vendors falling short? #Powersports #Polaris #BRP #Kawasaki #Suzuki #Yamaha #CFMOTO #Honda #HarleyDavidson #Vendor #BusinessPartner

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Leadership Skills in Automotive Dealerships Are you looking to excel in the automotive dealership industry as a leader? Here are some essential tips to hone your leadership skills and drive success in this dynamic field: - Communicate effectively with your team, fostering an environment of trust and collaboration. - Lead by example, demonstrating integrity and accountability in all your actions. - Develop strong problem-solving skills to navigate challenges and drive innovative solutions. - Cultivate a customer-centric mindset to ensure exceptional service and satisfaction. - Embrace continuous learning and growth, staying updated on industry trends and best practices. - Build strong relationships with stakeholders, fostering partnerships that drive mutual success. - Prioritize emotional intelligence to understand and connect with your team on a deeper level. - Foster a culture of empowerment and motivation, encouraging your team to reach their full potential. To thrive in automotive dealership leadership, continuously refine your skills, adapt to changing environments, and inspire those around you. Visit my website at https://lnkd.in/gQZGZbqv for more insights on leadership excellence in the automotive industry.

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Last Friday, I met with a group of dealer principals to discuss how I could help them overcome their challenges. The funny thing is, they came in thinking they needed sales training. But by the end of our chat, they realized what they really needed was some serious leadership development for their sales managers and dealer principals. Sometimes, clients know their pain points and goals but not what solution can help them achieve them. That's where being a Strategic Advisor kicks in. You must be like a conversation miner, digging deep to uncover what they need to thrive and stay ahead in the game. Recently, Carolyn Strauss, CSP, CRP, spoke at #psasa2024 PSASA, and I loved what she said: clients want to know how you help them... ✅Make more money ✅Save time ✅Connect with each other or their customers ✅Build their reputation That is why I showed them how they can: ✅Make more money -by getting higher sales conversions through various sales interventions and working smarter ✅Save time through management. This will also lead to an increase in productivity and profitability ✅Connect with their teams-how they can enhance staff retention and employee engagement ✅Build their reputation through improved Customer experience and customer service and through building their Personal Brands. This will increase their reputation, increase client loyalty, and result in more sales, which means making more money. How can you tie your value offering into these 4 ideas? Curious how I weave these strategies into action? Check out the attached blueprint for the full scoop. Let's chat about how I can tailor these insights to supercharge your business goals #sales #strategicselling

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Are you a #manager or a #leader? There is a vast difference. Managers maintain #business while leaders grow people who grow their business. This will help >>> https://lnkd.in/ghnxkaQq #success #motivation #inspiration #leadership

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People + Process = Profits! It all starts with people

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Leadership Skills in Automotive Dealerships Leading a team in the fast-paced world of automotive dealerships requires a unique set of skills to navigate challenges and steer towards success. Here are some key leadership skills that can drive your dealership to new heights: - Effective Communication: Clearly communicating goals, expectations, and feedback is essential to aligning your team towards a common vision. - Empathy: Understanding the perspectives and needs of both your team members and customers can foster strong relationships and trust. - Decisiveness: Making timely and well-informed decisions in high-pressure situations is crucial for maintaining operations and driving growth. - Adaptability: Being able to swiftly adapt to changes in the industry or market can keep your dealership agile and competitive. - Coaching and Development: Investing in the growth and development of your team members not only strengthens the team but also builds loyalty and dedication. By honing these leadership skills, you can not only lead your automotive dealership to success but also create a thriving and motivated team that propels the business forward. Check out my YouTube channel for more insights on leadership in the automotive industry: https://lnkd.in/dfhC7Qef

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The maze is the way.... Back in my days as a finance director in a dealer group in MN, "Who Moved My Cheese" landed in my lap like a wake-up call. Picture this: in the car biz, cheese is not just a snack; it's the lifeblood, flowing in the form of customers, the right inventory, low rates, and a booming market. But let's get real; cheese is not exclusive to dealerships. In the vendor game, it's all about adapting when the dealership's budget squeeze hits you or when your rivals level up their tech game. The key? Embrace change like your next meal depends on it—because it does. How can I help you find your cheese?...because that's the goal. #ItsAboutTheTeam Collaboration, Inspiration, Manifestation.

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🔥🚘🚙 Leaders, Managers, and Automotive Professionals 🚙🚘🔥 Listen in as Randy Brenckman shares the greatest leadership quote ever uttered. David Long’s All Things Used Cars…every Friday starting at 9AM EST/6AM PST. Jump in the conversation or be a 🪰 on the wall like me! Either way, you'll walk away with valuable insights and strategies to keep you on top of your game and ahead of the competition. 💰🤑💲💵 ✅ the comments for a link to the full replay of Next Level Leadership. 🔥 Do you have a favorite leadership quote? Share it in the comments.🔥 #automotiveindustry #autodealers #automotiveindustry #carbusiness #automotivesales #leadershipskills #leadership #leadershipdevelopment #leadershipcoaching #leadershipexcellence #communicationskills #communication #newcarsales #usedcarsales #usedcardealer

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