Training: Expense or Investment?
January 1, 2003

Training: Expense or Investment? Training is often viewed as an expense rather than as an [...]

Trading 50% of the profit for 100% of the Liabilty
December 1, 2002

Trading 50% of the profit for 100% of the Liabilty Handling the F&I process in [...]

Passing the Buck: Pay Plan Pitfalls
June 10, 2002

Passing the Buck: Pay Plan Pitfalls The fastest way to create unhappy employees is to [...]

Kelly’s Korner: Managing Information
October 1, 2001

Kelly’s Korner: Managing Information Q. How do we manage information in this computer age? A. [...]

Kelly’s Korner: F&I 20 Groups
August 1, 2001

Kelly’s Korner: F&I 20 Groups Question: Why do F&I managers need a special 20 Group? [...]

Kelly’s Korner: Increase Profits in Slow Market
March 1, 2001

Kelly’s Korner: Increase Profits in Slow Market Q. What can a dealership do to shore [...]

Maintaining a Motivated Sales Force
February 1, 2001

Maintaining a Motivated Sales Force The old revolving door for sales personnel must stop. The [...]

Kelly’s Korner: Setting Goals
January 1, 2001

Kelly’s Korner: Setting Goals Question: Why should we set goals? Professional Sales representatives should do [...]

Positioning for $ucce$$
October 5, 1999

Positioning for $ucce$$ The difference between victory and defeat is opportunity and ability. In our [...]

Ability without Opportunity is of Little Value
October 5, 1999

Ability without Opportunity is of Little Value “Ability without Opportunity is of Little Value” Success [...]