Impact Summit

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Whether you run a sales department, service & parts or a drug cartel, you will eventually have to tackle the same question: Is it better to be loved or feared? Model your managerial style after, say, Iranian president Mahmoud Ahmadinejad and you will certainly achieve fear obedience but your team will hate you and will launch a coup as soon as the opportunity presents itself. There will never be loyalists on...

Want More Sales NOW?

In visiting a new dealership client the other day conducting a Business Process Analysis and Alignment and looking for improvements I asked the dealer what he considered his greatest asset to be outside of his employees. His response: “We have been here for twenty years and I take very special pride in our owner base customers”. “They are my greatest assets”. Of course I responded with; I can appreciate...

Life in the Fast Lane

Listening to my iPod while mowing the yard this past weekend, the Eagles song “Life in the Fast Lane” began playing. Hearing it, triggered an experience I had a few years ago and gave way to my thinking about the power of growth potential and the idea for this article. A few years ago I was riding with a friend in his new Porsche 911 Turbo S on the Autobahn in Germany. He couldn’t wait to show me the...

The Character of a Dealer...

Mindless managerial duties and conformity are major traps for mediocre managers and the casualties are our sales personnel. The time has come to shed the old-school bureaucratic manager and move this business into the 21st century people development arena, to not only stay in business, but to grow the business. For way too long the automobile industry has accepted as a norm underestimating the outcome of tomorrow by...

Leadership Fuels Success

IF YOUR STORE DOESN’T HAVE IT, BETTER GET IT Coaching an individual by influencing his view of CRM processes into a positive growth potential is one of the most valuable investments leaders can give their team. “Cosmetic managers” (old school) quickly need to get a grip on what is going to be required to develop sustaining human capital if they are not to go the way of the dinosaurs. They have to bust through...

Coach Them To Greatness

What does a leader look like and how profound is his impact on matters? Many folks will answer by calling out various titles such as: politicians, presidents, senators, and scientists, governors, military leaders, business leaders, and… successful athletic coaches. Why are coaches included in this list of esteemed individuals? Because all good coaches are leaders and coaching effectiveness is maximized by...

The Character Of A Dealership Is Defined By Its People, Not Its Walls

CRM – The Essential And Pre-Flight Foundation Elements

Dealerships who are motivated to implement new concept ideas and go to expanded spaces of achievement always amaze me. And then there are the

About Us

Going into a dealership and assessing it’s growth opportunities has been quite an interesting adventure. From helping businesses enhance process improvement, sales and service training, leadership workshops to dealer/principle consulting, the work has been filled with great stories of improvement. During the 19 years of providing consulting and training services to the automobile industry through the Impact Marketing & Consulting Group, LLC, the Impact Summit Dealership Success Guide came to fruition due to the current large demand for quality professional ‘in-dealership’ training now needed in the automobile industry. It took one year of extensive