Welcome to the Shifting Gears, First Issue of 2021.
There is always room for knowledge, and we continue to strive to bring you a trusted resource that is full of education and information to help you accelerate your sales techniques.
In this issue you will find HEADLIGHTS shining on John Luckett, CalTex and Gene Storm, Vanguard where you can learn a bit more about these great colleagues and leaders. You will also find lots of company news, including a tour of the APC facility, an overview of a new mentorship program and more within the DRIVE TRAIN section. GPS is consistent with great Spiro tips, social media insights, great podcast, books, movie recommendations and trivia. You won’t want to miss TURBO CHARGED by HR either. We hope you enjoy this issue. If you have any ideas or suggestions for future issues, please reach out to [email protected].
HEADLIGHTS
John Luckett
John Luckett became interested in the automotive industry by way of his father who purchased a Ford dealership while John was in college and requested that John work for him a minimum of two years after he graduated. John agreed and has been in the industry ever since.
How did you come to find yourself where you are today with CalTex?
I spent 20 years with First Extended/Resource Automotive. During that time, I got to know Jim Polley, Mickey Quinn and Neil Brennan. We closed a lot of business together over the years and built strong relationships. Jim and I spoke at NADA in 2020 and planted the seed of joining the team. As the story goes… here I am.
What advice would you give to new sales team members?
My mentor, Charlie Robinson gave me some great advice, so I’ll pass that on.
“Go to work every day and put in a full honest day of work.”
“Don’t lie to yourself and don’t lie to me.”
What are your favorite hobbies?
I enjoy spending time with my family watching them participate in high school and collegiate sports. I also play golf and go hiking.
What is your all-time favorite car?
I love driving my BMW 750M Sport.
What is your favorite food?
Texas BBQ!
What would you do if you hit the lottery for millions of dollars?
Increase the support of my favorite charities and family. Travel around the world playing the top golf courses.
What’s your favorite place to visit?
Scotland tops my list.
John Luckett
Executive Vice President
Cal-Tex Protective Coatings, Incorporated
(c) 214-673-6112
[email protected]
Visit us at www.CaltexUS.com
Gene Storm
Gene Storm started working on cars with his Dad when he was a young boy and his love of cars stayed with him. His keen interest in cars kept growing and he learned as much as he could about fixing them, makes and models, trends and more which lead him to a job with Mercedes-Benz on the retail side.
How did you come to find yourself where you are today with Vanguard?
I took a chance and left Mercedes-Benz to move out of retail with hopes of spending more time with my family. One thing led to another and I ended up starting Dealership Development, which lead me to Jim, Mickey and team and joining Vanguard.
What advice would you give to new sales team members?
I tell new sales team members to work hard and study your profession at least 20 minutes per week. Make sure you save money every month.
What are your favorite hobbies?
Spending time with my family, playing golf with my daughter. Muscle cars.
What is your all-time favorite car?
Again, it’s a muscle car, the 1967 Oldsmobile 442 to be exact.
What is your favorite food?
I’d have to say steak whether at a steakhouse or at a barbeque.
What would you do if you hit the lottery for millions of dollars?
I would use the money to help kids that were abused.
What is your favorite place to visit?
Definitely, Siesta Key in Florida
Gene Storm
Partner
Vanguard Dealer Services
1250 S. Grove Ave; Suite 305
Barrington, IL 60010
Cell: (312) 882-0500
Office: (847) 382-1095
Fax: (847)382-1083
www.dealershipdevelopment.com
DRIVE TRAIN
Take a Behind the Scenes’ Look at APC – Virtual Tour
APC has been the leader in database and direct-mail marketing for over 20 years. Here is your chance to take an inside look and see the impressive operations firsthand. With secure data management, creative, printing and fulfillment all under one roof, APC ensures all marketing materials are delivered without third-party pit stops in between. Learn how APC delivers the right message to the right customer at the right time throughout the customer lifecycle. See the entire process from beginning to end of how APC powers revenue generating programs for your dealerships.
Want More Customers? Try a Sales Blitz
A sales blitz is an organized effort to focus a sales teams on a specific task or initiative. The most common task is to identify, quality and engage with potential new customers.
Vanguard was up for the challenge and jumped onboard in December with their first official Sales Blitz. With some preparation and lead time, Vanguard had a “Spin-the-Wheel” Giveaway for targeted dealerships and a Sales Call Event.
It was pretty simple in concept, with a meeting, the dealer principal got a shot at spinning the Vanguard Prize Wheel to win one of many great prizes. For the Sales Call Event, it was a race to get as many appointments from calls as possible. However, getting them engaged, establishing a relationship, and selling our products and services is always the ultimate goal.
It was exciting for Sales and Marketing, working as a team, to stir excitement and drive appointments. It was also a learning experience internally, and we are off to the races again with the first Sales Blitz of 2021. This time around we are going with a St. Patrick’s Day theme and a Lucky Chance for dealers to sign with Vanguard.
New Initiatives
Emerging Leaders Program
As Spectrum Automotive Holdings continues to expand across the automotive industry, we set lofty goals to drive the success of our business. This requires the rapid development of new and agile leaders. More than ever before, leaders must quickly learn and deploy core management skills, develop broad strategic perspectives, and expand their professional and personal networks.
We have created an Emerging Leaders Program that is designed to help eligible and driven team members master business concepts and build key skills in core areas, including, but not limited to: leadership, strategy, sales, marketing, communication, and negotiation. Participants will gain a cross-functional view through unique hands-on experiences, training sessions, and special events led by mentors who have made the commitment to developing talent across our organization and who specialize in various aspects of our business. Our Emerging Leaders will be able to answer the leadership demands of today’s rapidly changing business environment while leading exceptional talent that drives bottom line profitability.
This exciting new program is being piloted within Vanguard Dealer Services beginning in February, with the goal of expanding out to all Spectrum companies by 2022.
Who, Why, & How of Thought Leadership
Who is a thought leader?
An expert in their field or someone who has a perspective in a particular area of an industry. They offer unique guidance, inspire innovations, and influence/educate others. If you are someone who offers advice to colleagues or customers or has learned from mistakes over the course of your career, you have potential to be a thought leader!
Why be a thought leader?
- Stand out in your field as an expert while attracting more business.
- Build rapport with your customer base without coming off as fake and self-promotional; it allows you to present yourself as a true expert that people can trust.
- Engage with peers/customers in your industry; Be part of the conversation rather than standing on the sidelines. There is never a single expert in a field, now is your chance to be part of it.
How to be a thought leader?
While you will not become a thought leader overnight, here are some tips on what to focus on while writing your first thought leadership piece:
- Demonstrate your expertise: Show you are an expert through your insights rather than saying it. It is a chance to step back from selling and focus on a particular area of your expertise.
- Be specific: Rather than writing about many topics, choose 1 specific and dig deep. This will also make it less daunting when you are beginning to write your first article.
- Show value: By providing meaningful, relevant information you are building trust with your audience examples include challenges, business solutions or lessons learned.
- Thoroughly research: Relevant information and data paired with great storytelling make for great thought leadership. Supporting your learnings further validates your expertise.
- Do not assume: Think of your audience while some may be experts in the specific area other may not be. Make sure you give background before diving too deep.
- Be consistent to be part of the conversation: The industry is continuously changing. While you may have written about a topic before, you have opportunities to continue the conversation as the area evolves.
Stay tuned for more tips and tricks on becoming and writing thought leadership! If you have any ideas you would like to share, reach out to the marketing team at [email protected].
Industry Updates
COVID-19 Market Insights
Wholesale prices continued their decline last week at the seasonally normal rate, for the seventeenth week in a row.
Used retail listing volume continued to increase last week, but remains at levels lower than last year – about 4% below prior year, and 8.4% below where the industry began 2020.
Full-Size Trucks saw some stabilization in prices this past week with the rate of decline lessening to –0.21%, compared to –0.40% the week prior.
After Merger With PSA, Chrysler’s Brand Future Is Uncertain
A vote took place on Monday, January 4th on the merger of Fiat Chrysler Automobiles NV and PSA Group to form a new company called Stellantis. The deal was approved with 99.85% of the votes in favor.
Dealerware Selected by Toyota Motor North America to Power ‘Rent a Toyota’ Program Across American Dealer Network
Dealerware was selected by Toyota to help power “Rent a Toyota” at over 850 dealerships. Dealerware offers the rental program a better all-around experience.
At-home F&I can be tough, but success stories exist
Here are a few ways that we prove F&I sales can still be profitable even remotely. It also taps into new possibilities down the road.
GPS
Whether you’re in sales looking to connect with more prospects and colleagues, or you’re a business owner trying to branch out and make more genuine connections and new opportunities, building a strong network on LinkedIn can play a huge factor to your success. This is especially true throughout this pandemic and in the new year, where everyone’s attention continues to be focused on digital platforms.
Keep in mind that building a strong network doesn’t mean clicking the “Connect” button on 10,000 accounts just to show you have a “large network”. If anything, this can come off as “spammy” and disingenuous, possibly even robotic – no one wants to talk to a robot all day. People want to know who you are, what you have, and why should they care. There’s no better way to answer these questions than to put some personality into your account and simply be your authentic self.
Here are a few ways that you get become more involved within your LinkedIn community and start building a strong network on LinkedIn.
Stay Active
Woody Allen once said that 80 percent of success in life is just showing up. This can certainly be applied to your success on LinkedIn as well. At the end of the day, people want to connect with those who actually use the platform on a regular basis. Putting in small effort won’t get you very far. When it comes to building a strong network on LinkedIn, you get what you give. Put in the effort by:
- logging in daily
- reviewing your timeline throughout the day
- leaving feedback on your colleagues’ posts
These are all effective ways to show that you’re active and authentic.
Post on a Consistent Basis
A great way to stay active, as mentioned above, is to start getting into a rhythm of posting original content on a regular basis. Share your knowledge and experience with your audience. Everything from educational tips and tricks within your industry, to inspirational stories of how you overcame a specific challenge or setback. Provide valuable content for your audience again and again. Your connections will start to view you as the expert in your field or industry making you the go-to person to talk to when needing help or advice in specific areas or industry topics.
Use LinkedIn Groups
Think of LinkedIn Groups as small communities of professionals that share the same passion about specific interests as you do. Join in on specific discussions and share your thoughts on various topics or industry news. You never know who you may help or inspire in some way. Best of all, engaging in this way can also help you grow your network and better your relationships. Depending on what your goals are, there is a group out there for everyone!
As you make the effort to build your network, be sure to keep your content as real and authentic as possible. Just be yourself. The more you put yourself out there in a genuine way, the more opportunities you will have to create real connections with others, which can develop into strong, long lasting connections and new opportunities.
Excited to share that a virtual LinkedIn 101 Training class will be offered at the end of March. This class is for anyone looking to learn the basics of LinkedIn. Anyone is welcome to sit in the class, however, keep in mind that this isn’t for everyone. This first training is to focus on the very basic functions and features of the platform. There will be more advanced training classes in the future. LinkedIn 101 is for anyone looking to learn the following:
- How to navigate through LinkedIn
- A review of each icon at the top of the home page
- Understanding how to manage your timeline and network content
- How to properly post content
- Understanding the difference between a “post” and an “article”
- Information on how Hashtags work
Specifics on the date and other details will be sent out via email in the beginning of March. You will also receive an invite as well. In the meantime, if you have any questions, reach out to Justin LaRocque at [email protected].
Social Media Tips
1. Engage with content that your audience is sharing. Comment on posts leaving your professional opinion on industry topics.
2. Use our company blogs as other content to share from time to time. New blogs are released every Tuesday on the Vanguard site.
3. Post Educational articles and blogs. This is great content to help brand you as the expert in your field.
4. Follow sales and automotive leaders in the industry. Review what kind of content they share and how often they share it.
5. Treat LinkedIn conversations the way you would speak in-person.
1. Don’t get into arguments or debates in the comment sections of a post.
2. Don’t over tag other accounts within your posts. Tag only those who are relevant to that post.
3. Don’t reshare someone’s post without getting it approved by marketing first..
4. Don’t ignore your messages. You never know when someone is trying to get a hold of you to learn more about our business offerings.
5. Don’t share a blog link without adding any text to go along with it. It’s important to make each post unique to show who you are and what your thoughts are on the matter. Adding a least a sentence expressing how you feel on the topic can go a long way.
SPIRO Tips
Did you know that you have the ability to have the Marketing Team send out Marketing Emails or Direct Mail pieces on your behalf to any CONTACT you choose within Spiro?
This is done on the CONTACTS level.
Go to the MARKETING CAMPAIGN tab. Click on the Plus Sign (+).
In the Pop Up Window, Select either Direct Mail or Email Marketing for the Marketing Material Requested.
Then Click on the Product Concentration Drop Down menu.
Make your selection. You can choose multiple products or email that you would like sent to the CONTACT.
Finally, choose the Date you would like the Direct Mail or Emails to be sent using the Calendar dropdown.
The Marketing Team will be notified via Spiro once you Click the SAVE BUTTON. That is it, Simple!
Fun Facts – So you know automotive?
What is the best-selling car in the world? - Click for the Answer
Well if you guessed Toyota Corolla you would be correct!
What is the best-selling truck in the US? - Click for the Answer
Why it’s the Ford F Series with the Ram Pickup coming in a distant second and the Chevy Silverado placing at third.
Attention Sales Team
Please share your favorite podcasts with us to include in the next newsletter. Send a quick email to [email protected].
TURBO CHARGED
Gina Dewar, M.S. SHRM-CP
Spectrum Human Resources
862.400.0757
[email protected]
HR Topics – Sales News
Wellness – Ways to Stay on Top of Your Sales Game!
In today’s world balancing the blend of work and life can be challenging. Your days may start to blur one into another and before you realize it, you find that you’re in a rut. You may not be eating well or exercising, you may not want to leave the house and see friends and family. Your sales could be slipping because you are just not feeling your normal self. Given this pandemic environment, how do you achieve balance and stay on top of your sales game?
Here are some helpful tips:
- Keep a Journal – Studies have shown engaging in regular journaling can have a major impact on your mind. Perhaps there is a leadership quote that really inspires you. Use that quote to launch your journal entry. Then write about how you can incorporate qualities addressed in the quote into your leadership style. Perhaps you are experiencing a personal challenge. You can use that challenge as a prompt to explore possible solutions in your journal. You will be surprised on how much you can process during journaling. For those that prefer to digital to a standard notebook, you can check out these options online:
- Penzu for secure journaling
- Momento for social media power users
- Grid Diary for templated journaling
- Five Minute Journal for beginners
- Daylio for non-writers
- Exercise – on a daily basis. Walking is the most common form of exercise and it’s the easiest to incorporate into a daily routine. Walking gets your blood circulating and improves your mood.
- Talking – there is nothing like sharing and co-creating with someone who is like-minded. There is power in banter, discussion, and debate. Mind sharpening occurs when ideas are shared, and feelings are flushed out. This kind of exchange can lead to a more peaceful mind and inspiring ideas.
- Try Something New – success requires a level of risk and experimentation to refine ideas and perfect solutions. Try experimenting with different ways of working. It could even be as simple as taking another route to work.
- Reading – research has shown that those who read regularly develop “theory of mind”, a set of skills essential for building relationships, navigating, and maintaining social relationships. Find this topic itself interesting? You may want to read or listen to this book “Can’t Hurt me: Mastering Your Mind and Defy the Odds” by David Goggins available on Amazon and Audible.
- Professional Services – we have an Employee Assistance Program that offers free of charge the following services: work/life services, child & elder care referrals, legal advice and document preparation on wills, deeds, etc., mental health counseling, financial consultants, tax consultants, college planning, ID theft, webinars, podcasts etc. Everything discussed is strictly confidential and not shared with the Company. You can easily take advantage of this great benefit.
To participate in our Employee Assistance Program:
- URL: www.ibhworklife.com
- User Name: Matters
- Password: wlm70101
- Phone: 800.386.7055
- Available 24 hours a day, 7 days a week
Top Podcasts
Carefully designed to give you tangible, practical insights about B2B sales. Every Tuesday, top VPs of Sales, Investors and founders will gather around the sales roundtable to break down sales strategies, make you think and help you deliver a gut punch to your sales goals!
Sales is an art and a science. In this podcast, Jeremey Donovan interviews the brightest minds in modern sales to bring you immediately actionable advice. Great practical tips.
Episodes run 20-30 minutes
Listen @ Apple Podcasts, Spotify, Google Podcasts, Stitcher, iHeart
Attention Sales Team
Please share your favorite podcasts with us to include in the next newsletter. Send a quick email to [email protected].
Need a Good Book to Read?
By Zig Ziglar
In this book, Zig Ziglar explains how everyone has to ‘sell’ their ideas and themselves to be successful. He goes over 100 closes for every kind of persuasion and professional tips from many successful salespeople.
By Brian Tracy
Tracy provides you with the techniques and tools used by top salespeople in every industry – methods that net results. This book explains how to develop your self-image to give you the edge in every sales situation and teaches how to concentrate on the customer’s emotional factors to ensure better sales results.
A Movie to Watch
Used Cars (1980)
Used car salesman Rudy Russo (Kurt Russel) needs money to run for State Senate, so he approaches his boss Luke (Jack Warden). Luke agrees to front him the $10,000 he needs, but then encounters an “accident” orchestrated by his brother Roy also played by Warden, who runs the car lot across the street. Roy is hoping to claim title to his brother’s property because Roy’s paying off the mayor to put the new interstate through the area. After Luke disappears, it’s all out war between the competing car shops, and no nasty trick is off limits as Rudy and his gang fight to keep Roy from taking Luke’s property. Then Luke’s daughter shows up.
Building a Strong Network on LinkedIn