With personal anecdotes and an informal style that would put any novice manager at ease, McCormick first cites the facts and rules on a subject (such as turn-and-earn distribution systems), then recommends successful techniques. In covering floor-planning, for example, he explains why understanding cash flow is important: "If you don't keep a finger on your cash flow, your problems will mount faster than you can believe. Your company may reach the point where they try to float their money by delaying payment to the flooring source. This is usually a sign that the end is near." On factory relations, McCormick offers tips on building bridges with the district sales manager: "Do not think this person does not have some effect on the computerized turn-and-earn system he administers. They will tell you all day long their hands are tied, but present them with a program they like, in guidelines where they can perform, and they will listen to you." The manual's topics include recruiting sales and F&I staff, earning higher used-car grosses, writing and producing ads, boosting customer satisfaction, organizing daily reports and staff meetings, and structuring work days for maximum productivity.
"I've learned these things through trial and error." says McCormick, who has spent 20 years in the business and is general manager of Gary's Westland Olds/Buick/Isuzu, Twin Falls, Idaho. The manual, he says, is aimed at people who were never taught the basics." --Aaron Robinson, Automotive Executive magazine
From the Back Cover
The "writing style is one I particularly admire. It is clear, to the point, and reader friendly." --Bill Smith, Advertising Director Auto Age Dealer Business.
This book "focuses on the personal commitment and involvement required for success. I believe that it does an outstanding job of making this concept come alive." --David K. Brown, General Director of North American Vehicle Planning, General Motors.
"If a dealer, anyone working up to management, or a manager is looking for a guide I would highly recommend they take advantage of the material..." --Ron Bianchi, President Bianchi & Associates.
"This very simple and informative book will save years... of on the job training." Jerry L. Preece. independent used car dealer.
"This is a very proven and successful formula for running any car dealership and can be applied to almost any avenue of the business world as well." Gary Storrer, President, Gary's Westland Motors. --This text refers to an alternate Paperback edition.