Digital Dealer - February 2019 - 12
D E A L E R OP S & M ANAGEM ENT: L e a d e rshi p
By Champ Rawls
Partner,
The Rawls Group
Pioneering the
Unknown
It has been ten years
since we all went
through the downfall of the
economy, which has been
referred to as the "Great
Recession" of the 2000's. In
fact, it was a time at which
one of the largest Chapter
11 filings in the U.S. had
ever taken place with the
fall of Lehman Brothers.
The start of a time that the
retail automotive space had
never seen and hopes to
never see again. As the
economic environment in
the United States continues
to see fluctuations with
trade wars and threats of
government shutdowns, the
facts are unemployment
remains low and the overall
confidence in buyers
remains strong. Therefore,
it is hard to imagine there
could be a repeat of 2008.
The retail automotive
industry is known for being
the industry that drives us
into, and out of, our country's recessions. Its sales
statistics often lead the dis-
...PIONEERING THE
UNKNOWN WILL REQUIRE
MORE INTENTIONAL
INVESTMENT IN SELF,
TEAM, AND FAMILY, IN
ORDER TO PROTECT THE
LEGACY OF THE FUTURE."
cussion of where the economy is heading. It is an
industry ripe with unique
and complex challenges.
Innovations in technology,
increased competition in
both product and talent,
generational blending, and
the oversight of the federal
government in many areas
of operations are just a
few reasons why dealerships owners and leaders
must be fully engaged.
Consider how different
the environment was for
an owner of a dealership
ten years ago, for example:
Apple's iPhone was
one-year-old
Ridesharing, Uber/
Lyft were not viable businesses
Tesla released their
first model, the Tesla
Roadster
Cloud and other online "sharing" technology
did not exist
Social media was not
yet popular
Saturn was still a
viable brand
In addition to these
factors, the ownership
makeup of dealerships
had an average of two
generations actively working in the dealership. In
2019, there could be up to
four generations working
together in the dealership,
creating a leadership
conundrum for the up and
coming or new dealer.
WHERE WILL THE
INDUSTRY BE IN THE
NEXT TEN YEARS? How
do we compete with lower
margins and more out of
the box competitors? For
12
FEBRUARY 2019
D I G I TA L D E A L E R . C O M
http://www.DIGITALDEALER.COM
Digital Dealer - February 2019
Table of Contents for the Digital Edition of Digital Dealer - February 2019
Digital Dealer - February 2019
Contents
A Message from the Show Director
Seven Truths That Maximize Talent
Leaders Simplify the Complex
Pioneering the Unknown
Tesla Suffers Another Setback
An Advocate Leading Your Team to Victory
Interview with 2019 NADA Chairman
New Year and New Changes: Stop Looking for the Magic Pill
Create a Lasting Impression
How to Safeguard Your Dealership's Social Media Accounts
How to Prepare for Digital Retailing
The Power of Aggressive Broadcast Negotiation!
Pre-Show Highlights: Digital Dealer 26 Sessions
The Biggest Thought Shift You Need to Make This Year
Three Ways to Fix “F&I Apathy” on Your Showroom
Collision Estimator Interactions
6 Questions to Ask Associates to Evaluate Their Customer Service Skills
Why Word Tracks Fail You, and What You Can Do About It
Creating a Sales Culture in Fixed Ops!
Digital Dealer - February 2019 - Digital Dealer - February 2019
Digital Dealer - February 2019 - Cover2
Digital Dealer - February 2019 - 1
Digital Dealer - February 2019 - Contents
Digital Dealer - February 2019 - 3
Digital Dealer - February 2019 - A Message from the Show Director
Digital Dealer - February 2019 - 5
Digital Dealer - February 2019 - Seven Truths That Maximize Talent
Digital Dealer - February 2019 - 7
Digital Dealer - February 2019 - Leaders Simplify the Complex
Digital Dealer - February 2019 - 9
Digital Dealer - February 2019 - 10
Digital Dealer - February 2019 - 11
Digital Dealer - February 2019 - Pioneering the Unknown
Digital Dealer - February 2019 - 13
Digital Dealer - February 2019 - Tesla Suffers Another Setback
Digital Dealer - February 2019 - An Advocate Leading Your Team to Victory
Digital Dealer - February 2019 - 16
Digital Dealer - February 2019 - 17
Digital Dealer - February 2019 - Interview with 2019 NADA Chairman
Digital Dealer - February 2019 - 19
Digital Dealer - February 2019 - 20
Digital Dealer - February 2019 - 21
Digital Dealer - February 2019 - New Year and New Changes: Stop Looking for the Magic Pill
Digital Dealer - February 2019 - 23
Digital Dealer - February 2019 - Create a Lasting Impression
Digital Dealer - February 2019 - 25
Digital Dealer - February 2019 - How to Safeguard Your Dealership's Social Media Accounts
Digital Dealer - February 2019 - 27
Digital Dealer - February 2019 - How to Prepare for Digital Retailing
Digital Dealer - February 2019 - 29
Digital Dealer - February 2019 - The Power of Aggressive Broadcast Negotiation!
Digital Dealer - February 2019 - 31
Digital Dealer - February 2019 - Pre-Show Highlights: Digital Dealer 26 Sessions
Digital Dealer - February 2019 - 33
Digital Dealer - February 2019 - 34
Digital Dealer - February 2019 - The Biggest Thought Shift You Need to Make This Year
Digital Dealer - February 2019 - 36
Digital Dealer - February 2019 - 37
Digital Dealer - February 2019 - Three Ways to Fix “F&I Apathy” on Your Showroom
Digital Dealer - February 2019 - 39
Digital Dealer - February 2019 - Collision Estimator Interactions
Digital Dealer - February 2019 - 41
Digital Dealer - February 2019 - 6 Questions to Ask Associates to Evaluate Their Customer Service Skills
Digital Dealer - February 2019 - 43
Digital Dealer - February 2019 - Why Word Tracks Fail You, and What You Can Do About It
Digital Dealer - February 2019 - 45
Digital Dealer - February 2019 - Creating a Sales Culture in Fixed Ops!
Digital Dealer - February 2019 - 47
Digital Dealer - February 2019 - 48
Digital Dealer - February 2019 - Cover3
Digital Dealer - February 2019 - Cover4
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