Coach statue

Coaching Benefits For Your Dealership You Never Knew About…Until Now

If you knew there was a way to increase the self-confidence of your employees by 80% and improve their performance by 70% (International Coaching Federation), would you do it? 

As the cold months of January and February keep many away from dealerships, this can be a difficult time for dealership employees. Slow days of waiting for customers to show up can be stressful. Doing little or even nothing can be exhausting and frankly, make your employees feel depleted at the end of the day. 

If you’re reading this, and morale and engagement at the dealership are flagging despite you doing everything you can think of to keep your team engaged and upbeat, you’re not alone. If anything, it feels as if you hit a wall and tried every method to create the best possible workplace for you and your team. Is there anything that can be done other than giving your team additional days off to recharge? 

Thankfully, there is a solution: coaching. We’re not talking about hiring someone to blow a whistle around the dealership, but rather implementing some methods that help your employees reach their goals and help managers prepare for the day leaders retire. In other words, coaching “can be used for solving problems, helping with goals and objectives, and improving performance” (Wavelength). 

Here are just some of the benefits that come from coaching: 

Improved Motivation: We all could use a boost of motivation from time to time. Coaching can motivate your employees to get things done, whether it be accomplishing personal goals or goals that will help the business. When people know their role and the work they do is important for the success of the company, it gives them a renewed sense of motivation to accomplish more. As a result, employees are more engaged in the workplace, improving overall workplace productivity. 

Personal Awareness: Another way employees benefit from coaching is because they have an improved sense of their awareness. A coach can help employees become aware of areas they might not know need improvement and can work towards improving them. This will allow them to turn any weakness into strengths, which can be utilized not just for personal improvement but can also positively affect the dealership. Who wouldn’t want that? 

Increased Engagement: Working in a dealership environment can often make employees feel like the sales team are the only people who matter. In actuality, every department is dependent on one another for the dealership’s success, no matter if you’re a powerhouse dealer or a family-run location. Coaching encourages your employees to become more engaged in the workplace. As a result, they feel more desire to participate as a team with the rest of your dealership team and feel like an essential part of the dealership’s success. When employees are actively involved in the workplace, they feel more valued and have increased productivity.  

Planning Ahead: Many people in leadership positions fear the day their top managers retire or if prominent individuals decide to pursue other ventures. These people are critical to the success of the dealership, so what happens when they leave? Coaches can work with your top team members to prepare capable employees to take over once an old leader leaves through a method known as “succession planning.” It’s a process that will most likely require these individuals to acquire “bench strength” or the necessary new skills, in the meantime, to prepare them for taking over one day. Coaching can help throughout this whole process. 

Implementing workplace coaching is important for any business that desires to grow and achieve goals as a team while being prepared for the future. Increased employee engagement, better decision-making processes, and improved communication are just a few of the benefits businesses see from coaching. Give it a try today, and see how a coaching culture benefits your dealership.

Photo Credits:
Top: Caleb Roenigk
Middle: Deb Nystrom
Bottom: Chris Hunkeler

Sword oops

4 Big Management Mistakes For Used Car Sales Managers To Avoid

Being a sales manager at a used car dealership is no easy task. It can be even more of a demanding role than a new car sales manager because you have to deal with acquiring the best vehicles from the auction and oversee the reconditioning process. Although management training exists, seldom do we see people beginning their careers as managers. Those who start on the front lines and are management material may discover they quickly move up the ranks into management roles (and management problems). Even seasoned managers can make mistakes. Some are simply out of your control, while others can be more easily avoided.

Here are four management problem areas to avoid at your dealership along with simple solutions: 

Problem 1: You want people to like you instead of respect you. Many used car managers who are just beginning want everyone to be on their side, so they’ll be overly friendly instead of realizing boundaries that are there for a reason. 

Solution: There is a fine line between being friendly and being friends with everyone. As the manager, you help create a balance between departments, team members, and yourself. It’s important to remember what you have to do, to ensure that the dealership generates revenue. That can be easier with a bit of professional distance between you and those you manage.

Problem 2: You have a sense of entitlement. Just as much as some used car managers make the mistake of being overly friendly, some can be aloof and condescending to their sales team. 

Solution: Every part of a dealership, new or used, relies on one another for success. If you interact with them with a know-it-all attitude instead of one of collaborative problem-solving, they aren’t going to want to work hard to be part of the dealership’s goals, including speeding up the reconditioning process, selling your used inventory, acquiring the best cars from auction, etc.

Problem 3: You avoid conflict. Nobody likes conflict, but part of your job description as a sales manager is the ability to resolve disputes, not hide from them. 

Solution: The solution here is to identify what may be causing the conflict and how it can be resolved. Also, don’t fix the conflict without coaching your team members on how it can be avoided next time there’s a conflict. Let any conflict be an opportunity to grow as an organization, not for you to clean up the mess and slide it under the carpet.


Problem 4: Poor asset management bottlenecks the reconditioning process. vAuto found that some of the best-performing dealers can recondition their vehicles in 24 hours or less, whereas other dealerships take a week or longer. These high-performance dealerships can typically sell a car within 21 days of being on the lot. Anything more, and your lot gets full of depreciating assets, among other problems. 

Solution: Use readily available and easy to deploy software solutions to manage the recon workflow, vehicles, communication, and record-keeping better. Good software, such as ReconMonitor, is designed to optimize your reconditioning process to save you time and money.

Mistakes are normal in any business, no matter what role a person may have. It’s how you find the solutions and work together as a team that will determine the success of your dealership.

Fleet Trucks

Fleet Managers Face Big Challenges

  • Operating Costs
  • Repair Costs
  • Vehicle Availability
  • Misuse
  • Driver Safety
  • More…

Being a manager of a fleet operation is no easy task. You’re responsible for heavy-duty operations and your employees being all over the place. Despite emerging new methods to manage fleet operations, such as telematics solutions and on-demand maintenance services, the problems continue.

The following are some of the biggest challenges that today’s fleet managers face: 

Increased Operating Costs: Fuel is what drives a fleet, and increasing fuel costs make all the other operating costs more expensive, too. Labor rates, cost of oil, and the increasing fuel cost all impact additional operating expenses such as tire replacements and general maintenance. 

Increased Repair Costs: With fleet drivers ignoring the signs to take their vehicles to be maintained, a simple oil change could turn into an engine failure. Not to mention, if a car is damaged in an accident, the cost of collision repair has increased as advancements in-car technologies have continued. Modern vehicle systems are increasingly integrated, so damage to one component can impact multiple vehicle systems. The cost to replace these more sophisticated parts, and the skilled technicians required to do the work are all higher. 

Truck Availability: Production dates can often be delayed, which creates unpredictability with lead times. This means the vehicles you expect and require just aren’t available. It’s truly “hurry up and wait” since fleet managers are all ready to go, but don’t have the inventory. 

Misuse of Company Assets: It can be challenging to manage every aspect of your fleet effectively, even if your hardware and asset management is buttoned-up. Your people resources can be an equal challenge. Drivers could be taking longer than scheduled breaks tor driving recklessly to make up for the wasted time. Operators could be using the vehicle outside of work hours, increasing vehicle wear and the potential risk and liability that comes with that misuse.. 

Lack of Individual Attention: Many Fleet managers work in large companies that are often growing and handling upwards of thousands of assets. Because of this, operators can often feel more like workhorses instead of valuable company assets. It can be a challenge to implement systems to ensure drivers feel well-managed and appreciated.

Driver Safety: NHTSA reported an increase in large truck accidents from 2017 to 2018, despite a decrease in many other categories. The increase is tied to drivers working longer hours and the associated lack of sleep. Without implementing software tracking solutions to monitor a driver’s safety or hours, there’s no way to determine when they need to have rest. Lack of rest means they’re a hazard to themselves, their vehicles, and other drivers.  

Additional Fleet Management Transaction Fees: Several companies are using separate services to aid in fleet management. These include motor vehicle records, registrations, tolls, etc. The cost of using these ancillary programs create additional transaction fees, and integrating the data to an effective fleet management solution can be daunting. 

These are just a few of the challenges that fleet managers face today, and if you manage a fleet, these may be all-to-familiar. You’re not alone. Thankfully, there are solutions out there for each one of these challenges. From telematics software to maintenance management programs to mobile repair services, the answer to each one of these challenges is available to help you keep your fleet in top condition, and turn your challenges into accomplishments.