Vincent Shivers SPN

Too many sales managers can pencil a deal… But can’t structure one. They don’t know what DTI or PTI mean. They don’t understand how banks think. They don’t know how to build a deal for both approval and gross. Worse yet? They don’t equip their salespeople with the right preparation or third-party info to justify their numbers. A good desk manager doesn’t just say “go get it.” They prepare their team - With value. With logic. With tools to justify the price, payment, and trade numbers. If your salesperson walks back to the customer empty-handed, you didn’t desk a deal, you set them up to fail. Know your banks. Know your numbers. And supply your team like they’re going to battle because they are. #AutomotiveLeadership #DeskManagers #DealStructure #SalesTraining #PTI #DTI #ValueBuilding #TrainToWin #CarBusiness

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Dealers: we NEED to do a better job at communicating the value of a career in the auto industry. So many people who enter this industry do so as a temporary job. They don’t start out saying “I am going to have a career in the car business.” They experience tough times and view it as a quick way to make some money until they find a "real job." The car business had a bad reputation for a long time. People think of car dealerships as cheesy places and car salespeople as people who take advantage of you. The auto industry is highly regulated, and this is just not the case anymore. We as business owners need to make sure we do a better job in communicating the opportunity to potential hires. Do you agree? What is your dealership doing to show the value of their career opportunities to potential new hires? #autoindustry #careers

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Not saying vehicle markups are coming back But also — wouldn’t expect most dealers to discount current inventory now that tariffs are looming. If future inventory is only getting more expensive, there’s little reason to move current units for less.

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Used car inventory at dealerships has hit its lowest point since 2021: Fueled by a year-over-year increase in tax refund totals—estimated used car sales are up 8% against 2024— Leaving dealers with a 39 days’ supply of used cars—a 4-year low (excluding the CDK cyberattack disruption). And given the shortage of off-lease vehicles… Don’t expect supply to improve drastically anytime soon. In the meantime—it’s up to dealers to make every trade-in count. (Data source: Cox Automotive)

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-Most dealerships don’t have a lead problem. -They have an execution & handoff problem. Leads are coming in. Phones are ringing. CRM activity exists. Rising ad costs + shrinking conversion rates is a recipe for dealers losing money. But follow-up is inconsistent, manager involvement comes late, and accountability is unclear. More leads won’t fix that. Clean processes, clear ownership, and early leadership involvement will. Process breaks kill ROI faster than marketing ever could. This is what I see over and over again — and it’s fixable.

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𝐈 𝐰𝐚𝐭𝐜𝐡𝐞𝐝 𝐚 𝐏𝐞𝐧𝐧𝐬𝐲𝐥𝐯𝐚𝐧𝐢𝐚 𝐝𝐞𝐚𝐥𝐞𝐫 𝐬𝐨𝐥𝐯𝐞 𝐭𝐡𝐞 𝐭𝐞𝐜𝐡 𝐬𝐡𝐨𝐫𝐭𝐚𝐠𝐞. 𝐇𝐞 𝐛𝐨𝐮𝐠𝐡𝐭 $𝟒,𝟎𝟎𝟎 𝐢𝐧 𝐭𝐨𝐨𝐥𝐬 𝐟𝐨𝐫 𝐞𝐚𝐜𝐡 𝐧𝐞𝐰 𝐡𝐢𝐫𝐞. 𝐇𝐞𝐫𝐞'𝐬 𝐰𝐡𝐲 𝐭𝐡𝐚𝐭 𝐢𝐧𝐯𝐞𝐬𝐭𝐦𝐞𝐧𝐭 𝐜𝐡𝐚𝐧𝐠𝐞𝐝 𝐞𝐯𝐞𝐫𝐲𝐭𝐡𝐢𝐧𝐠. Let’s simplify this: Most dealerships are trying to attract technicians. This dealer decided to develop them. The market in Pennsylvania is tight. Everyone knows it. Experienced diesel techs are in short supply, and competition is aggressive. Instead of chasing the same limited group, he asked a better question: Where do technicians actually come from? Here’s what he did differently. 1. He treated referrals as a strategy, not a hope. - He invested time with his existing technicians. He kept them informed about open roles. He made it clear that great people know other great people. One conversation turned into one referral and one hire. 2. He positioned his service manager on the board of a local technical college. - While most dealerships compete for experienced technicians, he asked a different question: Why are we only shopping in the resale market? Six months before graduation, they bring students in as interns. They observe work ethic. They assess cultural fit. They build trust early. By graduation, these weren’t outside candidates. They were already familiar with the shop, the team, and the expectations. Then came the decision that changed the equation. He purchased $4,000 in tools for each new intern. When I asked why, his answer was practical: “Most of them don’t have the cash to buy a full tool set. If we remove that obstacle, we make the decision easier.” That’s the strategic insight. The tool investment wasn’t about generosity. It was about removing friction. Early-career technicians face uncertainty: income, stability, startup costs. By covering the tools, he lowered risk and increased commitment. While others are competing on compensation alone, he built loyalty before the bidding even began. The technician shortage is real. But the dealerships that think in terms of pipeline, not panic, are the ones quietly solving it.

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Why do seasoned Automobile Dealership General Managers choose ownership over a higher salary? After 15–20 years in a dealership or a dealership group, many GMs and CEOs are offered more— bigger stores, bigger titles, and bigger pay packages. Yet many still choose the tougher path: Starting or owning a dealership. Why? Because at that stage, it’s no longer about salary. It’s about control, legacy, and ownership of outcomes. By then: 1️⃣ They already work day and night. 2️⃣ They manage OEM relationships and deliver on expectations. 3️⃣ They think like owners—having a say across functions: manpower, compensation, expansion, and sometimes even working capital decisions. 4️⃣ Many have built dealerships from scratch—starting at the ground level and rising to GM or CEO—giving them end-to-end understanding of operations, down to the smallest details. So what really changes? Ownership converts effort into equity, but appraisals rarely convert into something meaningful. As a General Manager/CEO, responsibility is unlimited—but authority has limits. As an owner, risk is higher—but so is fulfillment. 💭 Final thought: A General Manager runs a dealership. An owner builds an institution. And at some point, a few professionals feel the need to do both. #AutomobileRetail #DealershipLeadership #FromGMToOwner #AutoIndustry #LeadershipJourney

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“The Silent Killer of Dealerships” It’s not low traffic. It’s not the OEM. It’s not bad leads. It’s complacency. Dealers that were killing it five years ago are now ghosts — because they stopped evolving when things were good. If your best process is from 2017, your downfall started already. The market doesn’t kill dealerships. Ego does. #DealershipLife #Growth #Accountability

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Using video messages at the dealership shouldn’t be just for “internet leads”; it should be for everyone! Every fresh-up who walks out the door should get a quick thank-you video from their salesperson. Every phone-up deserves a follow-up video thanking them for the call. Simply put, every customer, yes, every single one should get a personalized video with their salesperson's name and dealership contact info. Sold customers? They should get a quick video 90 days post-delivery, reminding them that their first service is coming up because yes we do want to help grow the service department too! Scrolling through the CRM and spot an upcoming birthday? Boom, send a cheerful birthday video. It takes seconds but means everything. The more you brainstorm ways to use video, the more cool ideas you’ll dream up. And every single one helps set you, your team, and your store apart from the deafening digital noise out there today. #themoreyouknow

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Running a car dealership without understanding your financial statement is like driving blindfolded—you might keep the engine running, but you won’t know when you’re about to crash. Whether you’re a dealer principal, GM, or department manager, understanding how to read your dealership’s financial statement is one of the most powerful tools you have for making better decisions. Read more: https://lnkd.in/gpgQa6_t

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Want to Know What’s Really Happening in Your Dealership? Start Listening to the Calls. I’ve done it — and let me tell you, it’s shocking what you’ll hear. If you’re a GM, Sales Manager, Used Car Manager, Service Director, or BDC Manager, this is your wake-up call: You need to carve out time every week to listen to your dealership’s recorded calls. I understand it’s not easy. What You’ll Hear Will Blow Your Mind: • Calls answered with no professionalism or worse, total indifference. • A 15-minute phone up with no contact info captured — no name, no number, no follow-up. • Salespeople giving vague, unconfident answers that kill trust before the customer ever shows up. • Calls never logged in the CRM. No lead. No opportunity. No accountability. • Service calls mishandled or dropped because someone put a customer on hold and never came back. Don’t Rely on Call Tracking Alerts Alone: Yes — there’s software that flags “bad” calls. That’s fine for triage, but by then, it’s already too late. Listening yourself gives you context. It gives you tone. It shows you the habits your people have built — good or bad. You’re Paying $$ to Make the Phone Ring: Dealers spend thousands every month to drive phone calls through digital ads, third-party leads, SEO, direct mail, social media — you name it. But if that call isn’t: • Answered properly, • Handled with care, and • Entered into the CRM for follow-up… …then you’re just lighting money on fire. Yes, It’s Time-Consuming. But It’s Time Well Spent. If you want to coach better… If you want to tighten your process… If you want to stop losing opportunities you never even knew about… Start listening to the calls. Make the time it’s so important. Leadership is in the follow-up.

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Why don’t more Fixed Ops professionals become General Managers? Many of the best leaders in the dealership—parts and service managers—never consider becoming GMs. Why? 📌 Imposter syndrome 📌 Fear of visibility 📌 Outdated perceptions about sales and leadership In this clip from SDR #319, we talk about how mindset—not skill—is the real barrier… and why Fixed Ops professionals are more equipped than ever to lead the dealership of the future. 🎥 Watch the full episode here: https://lnkd.in/gHWhdZzC Join the legions of CSI Champions and 30%+ Net-To-Gross dealerships, today! Schedule your FREE discovery call now! https://lnkd.in/gvvi_2Hc #FixedOps #ImposterSyndrome #LeadershipDevelopment #ServiceDriveRevolution #AutoIndustryCareers #GMPathway #ServiceManagerTips #PartsManagerLeadership #DealershipLeadership #CareerGrowth

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What Dealerships Get Wrong About BDCs 🚨 Let’s talk about one of the most misunderstood departments in a dealership—BDC. 🚨 I’ve seen it time and time again—dealerships invest in a Business Development Center (BDC) expecting magic to happen overnight. But then they blame the BDC when leads don’t convert, sales appointments don’t show, or revenue doesn’t skyrocket. Here’s where most dealerships go wrong: ❌ Thinking the BDC is just an appointment-setting factory. A strong BDC does so much more than dial numbers. It nurtures leads, builds customer relationships, and pre-qualifies buyers. If they’re treated like an afterthought, they’ll produce afterthought results. ❌ Not providing proper training or support. A BDC team is only as good as the training they receive. If you expect them to handle objections, create urgency, and turn cold leads into warm ones, they need ongoing coaching, scripts that work, and leadership that understands the process. Not to mention, they need to know that the DP, GM, and Sales Managers are invested in their success! ❌ No real accountability for sales follow-up. The BDC can set all the appointments in the world, but if the sales team isn’t following up or greeting customers properly, the system fails. A BDC-Sales disconnect is one of the biggest conversion killers in dealerships. (Sound familiar?) ❌ Ignoring the data. How many leads are converting? What percentage of appointments actually show? Is the BDC focusing on the highest-opportunity customers? If a dealership isn’t tracking the right metrics, they’re flying blind. 🔹 But Shasta, What’s the Fix? 🔹 ✅ BDC + Sales must work as one team, not separate silos. (I recommend a group chat with all of them and managers to facilitate healthy communication!) ✅ Invest in REAL training, not just a script and a phone. (I can recommend the best that the business has to offer!) ✅ Understand that speed, persistence, and personalization win leads. (Heavy emphasis on PERSONALIZATION!) ✅ Use data to refine and improve—not just to blame. Numbers DO NOT lie unless your CRM is being manipulated, but nobody should know your CRM better than you do as the GM, so they can't even squeak it under your nose! 👉 BDC professionals, managers, and dealership leaders—what’s the biggest mistake YOU see when it comes to how dealerships run their BDCs? Drop your thoughts below! ⬇️💬 #BDC #RealTalk #DevelopingBusiness

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​The Toyota “Reboot”: Is the 2025 bZ3C the EV We’ve Been Waiting For? ⚡ ​Toyota just made a statement few expected this soon. ​If you still believe legacy automakers are moving slowly, the 2025 Toyota bZ3C challenges that assumption. Developed through a powerful collaboration between Toyota, BYD, and FAW, this isn’t just another electric crossover—it’s a strategic reboot of Toyota’s global EV playbook. ​The production specs reveal a clear shift in Toyota’s approach: regional tech partnerships, aggressive pricing, and software-first design. ​🔹 The Catch: China-Only (For Now) 🚫🇺🇸 ​The bZ3C is currently exclusive to China, with no confirmed U.S. launch. But make no mistake—this vehicle is a preview of Toyota’s next-generation design language and EV technology expected to influence global models heading into 2026. ​🔹 BYD Powertrain: Safety, Longevity & Efficiency 🔋 ​Built under the BYD-Toyota EV Technology (BTET) joint venture, the bZ3C uses BYD’s proven LFP Blade Battery, known for thermal stability and durability. ​CLTC Range: 342 miles (550 km) up to 391 miles (630 km). ​Estimated Real-World Range: ~240–290 miles (based on EPA-style conversions). ​Output: Up to ~268 hp (200 kW), single-motor RWD. ​Top Speed: Electronically limited to ~99 mph (160 km/h). ​🔹 Intelligence & Cabin Tech: Toyota’s "Smartest" Yet 🧠 ​Toyota is leapfrogging its previous tech with a "software-first" interior: ​Momenta 5.0 + Nvidia Orin-X: Features roof-mounted LiDAR for advanced urban driving assistance and "mapless" navigation. ​15.6-inch Central Display: Powered by the Qualcomm Snapdragon 8155, featuring AI face recognition and gesture control. ​“Mobile Lounge” Interior: Front seats recline fully flat to meet the rear bench—ideal for charging stops or rest breaks. ​🔹 The Real Disruption: Pricing 💰 ​Converted to USD, the value equation is hard to ignore, though it varies by model: ​The Family Entry (bZ3X): Starts at an incredible ~$15,100. ​The Sporty bZ3C: Positioned more premium, starting around ~$19,500. ​High-Spec LiDAR Trims: Max out near $22,000. ​That is nearly half the price of the current bZ4X sold in the U.S., proving that when Toyota leverages Chinese supply chains, they can compete head-to-head with anyone on cost. ​The bigger question: As Toyota leans into regional partnerships like BYD to deliver ultra-competitive EVs, is this the blueprint for long-term survival in the electric era? ​Would you buy a BYD-powered Toyota if it launched in your market tomorrow? ​👉 Follow Abdul Abdullah for more insights on global EV trends and market shifts. ​Disclaimer: This post is for informational purposes only and does not represent an endorsement from Toyota, BYD, or FAW. I do not represent any automaker ot financial institution. #Toyota #ToyotaBZ3C #EV #ElectricVehicles #BYD #FutureOfMobility #AutomotiveInnovation #CleanEnergy #EVStrategy #ChinaEVs #TechTransformation Image credit Grok

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J.D. Power U.S. Customer Service Index (CSI) data reports customer satisfaction with maintenance and repair service at new-vehicle dealerships on a MONTHLY basis. Why is monthly data access important? In just a few short months, automakers subscribed to monthly CSI data have significantly improved their customer service index scores compared to automakers who are not subscribed. October data will be available to subscribing clients on Oct. 30! Learn more: https://hubs.la/Q03P_2Bs0 *Sept. YTD CSI points vs. 2025 J.D. Power Customer Service Index (CSI) full year results. #Auto #Dealerships #Automotive #AutoIndustry #AutomotiveIndustry #AutoRepair

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The auto industry is flashing warning lights on the state of the U.S. economy. Automakers’ profits are getting squeezed by tariffs. A subprime auto lender recently collapsed, and some car retailers are warning that consumers are pulling back. CarMax, the biggest seller of used cars, said Thursday that its sales and profit plunged in the latest quarter. The company’s results, which sent its stock tumbling 20%, is the latest in a series of unsettling developments in an industry under strain from President Trump’s tariffs and carmakers’ recalibration of expensive electrification strategies. Read more: 🔗 https://on.wsj.com/3IFqEO5

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