With the dealerElite mission in hand I have decided to share some thoughts that may be of value to the dealers, controllers, general managers and other dealership personnel that are members of the community. For thirty-two years I worked in auto dealerships as a controller, consulted, written articles and written a book called DUH!

Over the next few weeks I will be sharing with the community MY WAY.

MY WAY is for you if…

1. You work more than 40 hours a week.
2. Your desk is a mess, laden with papers.
3. You rely on Tick People for guidance.
4. You are always behind.
5. You have always done it “that way.”
6. Your office is overstaffed/understaffed.
7. Your blood pressure rises considerably at month end.
8. You don’t get the respect your position deserves.
9. You are not paid what you are worth.

INTRODUCTION

In my book, DUH!, my lifelong friend, Patrick Pritchard of Pritchard Concepts wrote the Forward and paid me the ultimate compliment, “No one has ever left a deeper imprint on this industry, especially in the department I feel is the heartbeat of the dealership.”As a lifelong consultant to some of the most successful dealers in the country, Pat has seen it all and knows that a fine tuned office is the key to a dealer’s success.

Over the years the proverbial question kept raising its ugly head, “Why do we do it that way?” Of course the proverbial answer was “Because we have always done it that way.” Never accept the proverbial answer. Always question if there is a better way. Throughout my years in dealerships I had always sought out faster and better ways of getting the job done. If the books could be closed in five days why couldn’t the books be closed in four days or three days? Over the years I deviated from the norm, got creative and did it MY WAY.

A manager does what it takes to get the job done. There is no such thing as set hours for a manager in a dealership. There are three stages to a career, the learning years, the perfecting years and the perfected years.

The Learning Years

It is during these years that techniques and management skills are developed to work smart to be the best.

Normal work hours: 50 to 60+ hours a week.

The Perfecting Years

This time period is when one transitions from a numbers dummy to a Controller.

As techniques are developed, fewer hours are needed.

Normal work hours: 40 to 50 hours a week.

The Perfected Years

These are the kickback years; systems, techniques and procedures are in place.

Normal work hours: 40 hours or less a week.