dealership leadership
Why OEMs Abandoned Small Work Vans—and How Smart Dealerships Can Win the Customers They Left Behind
OEMs abandoned small work vans like the Transit Connect due to margin and regulatory pressure—but customers remain. This post explains why OEMs exited the segment and how forward-thinking dealerships can retain small van customers through smarter vehicle replacements, telematics, and lifecycle-driven commercial strategy.
OEM Commercial / Fleet / Government Programs: The Pros, the Cons, and How Smart Dealerships Use Them to Win
OEM commercial fleet programs promise volume and stability—but production cuts and complexity create risk. This guide breaks down the pros and cons of each OEM program and shows how disciplined dealerships use them to become the trusted partner for Commercial, Fleet, and Government customers.
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.
How to Keep Everyone Focused on the Right KPIs in a Commercial / Fleet / Government Department
Discover how the right KPIs, leadership oversight, and systems keep Commercial / Fleet / Government departments aligned, profitable, and scalable—while attracting younger talent and reducing risk from an aging workforce.
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.
Retail vs. Commercial Salespeople: Why the Turnover Is So Different—and What It Takes to Win in Commercial, Fleet & Government Sales
Retail and Commercial automotive sales are fundamentally different. This post breaks down why turnover is higher in retail, why Commercial/Fleet/Government sales retains top talent, and the key traits required to build a sustainable, high-performing CFG department.
Move Customers to Relational—Win Loyalty Now (Help Your Automotive Commercial Customers Manage Their Fleet)
Moving customers from transactional to relational selling is the future of Commercial/Fleet/Government operations. By partnering with Ford Pro, GM Envolve, and Stellantis fleet management systems, you tie customers into your dealership ecosystem and maximize Fixed Ops revenue, retention, and lifetime value.
