Dealership Leadership
Challenge #4: Workforce and Talent Constraints
Commercial fleet automotive growth is being limited by workforce and talent constraints, not demand. This post explains why people shortages, misunderstood roles, and technician capacity are the true bottlenecks — and how dealership leadership can build scalable, career-driven commercial teams.
Challenge #3: Electrification Pressure Without Operational Readiness
Electrification entered the commercial automotive market through government pressure before infrastructure and operations were fully ready. This post explains why resistance is understandable, why EVs will become a reality as technology improves, and how dealership leadership can prepare strategically without sacrificing today’s profitability.
Challenge #2: Supply Chain Volatility and Extended Lead Times
Extended lead times and supply chain volatility are no longer temporary issues in commercial automotive. This post shows dealer principals, COOs, and GMs how to manage time as a cost, protect cash flow, and maintain customer confidence in an unpredictable environment.
Challenge #1: The Complexity Gap Between Retail and Commercial Operations
Retail speed and commercial precision operate on different rhythms. This post explains the complexity gap between retail and commercial automotive operations — and why dealership leadership must stop forcing commercial business into retail systems to unlock scalable, long-term profitability.
The Real Challenges Facing the Commercial / Fleet / Government Automotive Business
The commercial fleet government automotive business faces growing complexity, operational strain, and rising customer expectations. This cornerstone guide breaks down the real challenges dealer principals, COOs, and GMs face today — and how strong leadership can transform these pressures into long-term profitability and market dominance.
Retail Speed vs Commercial Precision: Why the Mindsets Clash
Retail sales thrive on speed. Commercial sales succeed through precision. This expert breakdown explains why the two mindsets clash inside dealerships—and how strong leadership turns friction into long-term growth and stability.
Attracting the Next Generation to Commercial Sales Without Retail Burnout
Commercial sales doesn’t have to mean retail burnout. Discover how stability, systems, recurring accounts, and purpose-driven selling can attract the next generation to a sustainable, scalable automotive sales career.
When Setting Up Commercial / Fleet / Government Sales Operations Creates Retail Tension—and How Strong Leadership Stops It
When setting up commercial fleet government sales operations, retail sales animosity often appears. Learn why this conflict happens, how to prevent it with clear structure and compensation alignment, and why strong senior leadership commitment is essential to protect profitability, culture, and long-term dealership growth.
When Is the Right Time to Add a Dedicated F&I Person to Your Commercial/Fleet/Government Department?
A dedicated Commercial F&I Manager becomes essential as your department grows. By engaging early in the sales process and presenting key products that lower total cost of ownership, this role accelerates delivery, boosts profitability, and frees salespeople to focus on finding new customers—creating a stronger, more scalable CFG operation.
The One Position That Creates Explosive Growth When Scaling Your Commercial/Fleet/Government Department
Scaling your Commercial/Fleet/Government department requires one game-changing position: the Delivery and Inventory Coordinator. This role frees sales professionals to pursue new business, reduces floor plan costs, and accelerates upfit timelines. When implemented, dealers often see a 25%–40% increase in growth. Here’s why this position transforms performance and profitability.
