Digital Dealer - July 2018 - 8

D E A L E R OP S & M ANAGEM ENT : L e a d e rshi p

By Chuck Barker
President & Founder,
Impact Marketing &
Consulting Group

Anatomy of a
Dealership That
Gets Superior
Results
Essential Things You
Must Have in Place
Jack Welch was the
quintessential corporate leader of the late 20th
century heading up General
Electric (GE) and remains
as one of the ultimate
business role models. As an

overwhelming testament to
his astonishing leadership
capabilities, Mr. Welch took
GE from a market value of
$13.9 billion when he took
over in April 1981 to $410.8
billion in the fall of 1999. He
grew GE's value by nearly
30 times because he knew
what it took to be the leader
that GE needed
at that time
and place.

THE LEADER'S JOB IS TO
ALLOCATE THE AVAILABLE
RESOURCES OF PEOPLE
AND MONEY RIGOROUSLY
TO GENERATE OPTIMUM
RESULTS."
8

J U LY 2 0 1 8

D I G I TA L D E A L E R . C O M

We find ourselves midyear and the perfect time to
construct a viable business
leadership plan in moving
forward by adopting some
new leadership and people
growth ideas. The distinction between leaders and
managers and the driving
necessity to transform the
latter into the former was
at the core of Jack Welch's
preaching and practice. He
had a seven-point execution
program for management
by leadership which was
clearly articulated not just
by his words but by his
actions:
1. Develop a vision for the

business.
2. Change the culture to
achieve the vision.
3. Flatten the organization (streamline).
4. Eliminate bureaucracy.
5. Empower individuals.
6. Raise quality.
7. Eliminate boundaries.
None of these stages
could occur however
without rock-solid leadership, to which management plays a secondary,
supporting role. Essentially
the difference between a
leader and a manager is
like that between a general
and an officer downstream.
The leader's job is to allocate the available resources of people and money
rigorously to generate
optimum results. Those results will, however, be won
under the "management"
of the officers. Leadership
has to be the catalyst in all
this and the tactical work
is left to others - and that
means to let them run with
it and don't get in the way.
The difference between
two equally talented teams
is leadership.
- Don Shula
"Leaders are pioneers people who are willing to
step out into the unknown.
They are people who are
willing to take risks, to
innovate and experiment in
order to find new and better ways of doing things."
- James M. Kouzes
& Barry Posner
I often hear dealers and
managers complain about
how terrible their people
are. To paraphrase Dave
Anderson, "if you feel



http://www.DIGITALDEALER.COM

Table of Contents for the Digital Edition of Digital Dealer - July 2018

Digital Dealer - July 2018
Contents
Message from the Show Director
Learning Leadership From Coach John Wooden
Anatomy of a Dealership That Gets Superior Results
Internal vs. External Buy-Sell?
FOMO (Fixed Ops Manager’s Objectives)
So Many Used Cars, so Little Time
Dealership Real Estate – to Invest or Not?
Commentary: Online-Only Car Sales Are Hurting the Industry
Your Supplier Base Is Costing You Big Money
Interview With Kevin Frye of Jeff Wyler Automotive Family
To Text or Not to Text?
Figuring out What F&I Products Your Customers Need
Bridge the Gap Between Offline Car Sales and Online Actions With Facebook's Offline Conversions
The ‘BIG 5’ of Marketing Success!
10 Reasons Why Your Facebook Page Is Failing
Why Digital Retail Is Great News for Automotive
How to Drive Automotive Leads With Facebook
Digital Dealer - July 2018 - CT1
Digital Dealer - July 2018 - CT2
Digital Dealer - July 2018 - Digital Dealer - July 2018
Digital Dealer - July 2018 - Cover2
Digital Dealer - July 2018 - 1
Digital Dealer - July 2018 - Contents
Digital Dealer - July 2018 - 3
Digital Dealer - July 2018 - Message from the Show Director
Digital Dealer - July 2018 - 5
Digital Dealer - July 2018 - Learning Leadership From Coach John Wooden
Digital Dealer - July 2018 - 7
Digital Dealer - July 2018 - Anatomy of a Dealership That Gets Superior Results
Digital Dealer - July 2018 - 9
Digital Dealer - July 2018 - 10
Digital Dealer - July 2018 - 11
Digital Dealer - July 2018 - Internal vs. External Buy-Sell?
Digital Dealer - July 2018 - 13
Digital Dealer - July 2018 - FOMO (Fixed Ops Manager’s Objectives)
Digital Dealer - July 2018 - 15
Digital Dealer - July 2018 - So Many Used Cars, so Little Time
Digital Dealer - July 2018 - 17
Digital Dealer - July 2018 - Dealership Real Estate – to Invest or Not?
Digital Dealer - July 2018 - 19
Digital Dealer - July 2018 - 20
Digital Dealer - July 2018 - 21
Digital Dealer - July 2018 - Commentary: Online-Only Car Sales Are Hurting the Industry
Digital Dealer - July 2018 - 23
Digital Dealer - July 2018 - Your Supplier Base Is Costing You Big Money
Digital Dealer - July 2018 - 25
Digital Dealer - July 2018 - Interview With Kevin Frye of Jeff Wyler Automotive Family
Digital Dealer - July 2018 - 27
Digital Dealer - July 2018 - 28
Digital Dealer - July 2018 - 29
Digital Dealer - July 2018 - 30
Digital Dealer - July 2018 - 31
Digital Dealer - July 2018 - To Text or Not to Text?
Digital Dealer - July 2018 - 33
Digital Dealer - July 2018 - Figuring out What F&I Products Your Customers Need
Digital Dealer - July 2018 - 35
Digital Dealer - July 2018 - Bridge the Gap Between Offline Car Sales and Online Actions With Facebook's Offline Conversions
Digital Dealer - July 2018 - 37
Digital Dealer - July 2018 - The ‘BIG 5’ of Marketing Success!
Digital Dealer - July 2018 - 39
Digital Dealer - July 2018 - 40
Digital Dealer - July 2018 - 41
Digital Dealer - July 2018 - 10 Reasons Why Your Facebook Page Is Failing
Digital Dealer - July 2018 - 43
Digital Dealer - July 2018 - Why Digital Retail Is Great News for Automotive
Digital Dealer - July 2018 - 45
Digital Dealer - July 2018 - How to Drive Automotive Leads With Facebook
Digital Dealer - July 2018 - 47
Digital Dealer - July 2018 - 48
Digital Dealer - July 2018 - Cover3
Digital Dealer - July 2018 - Cover4
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