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The Automobile Sales Manager's Complete Success Formula: A Current Guide to Managing a Profitable Car Dealership Paperback – February, 1991

3.3 out of 5 stars 6 customer reviews

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Paperback, February, 1991

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Editorial Reviews


Jon McCormick didn't get a book on his first job as a dealership manager. The library had nothing, and no one had the time or expertise to teach him the job, "Short of going to the Northwood Institute or the dealer academy," he says, there weren't a lot of educational opportunities out there for managers." So McCormick decided to write "Automobile Sales Manager's Complete Success Formula" (University Publishing House, Provo, Utah, $21.95). It represents a four-year effort to cover the secrets of managing a profitable dealership in an era of uncertain sales and slim margins. Full of insider tips, it also lists the challenges a dealership manager faces during an average day.

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

Fay Barbour, well-known author of best seller, "Automotive Sales Techniques," says, "The Automobile Sales Manager's Complete Success Formula, is a must for anyone involved in the incomparable art of selling, or leading people in our great industry. Trainers, leaders, and manufacturing professionals can profit from it as well. This is the first book I have ever seen that can give one an understanding of the professional techniques used in managing an outstanding dealership. "

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.


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Product Details

  • Paperback: 180 pages
  • Publisher: Univ Pub House; 2 edition (February 1991)
  • Language: English
  • ISBN-10: 1570020035
  • ISBN-13: 978-1570020032
  • Product Dimensions: 0.8 x 5.5 x 8.2 inches
  • Shipping Weight: 7.2 ounces
  • Average Customer Review: 3.3 out of 5 stars  See all reviews (6 customer reviews)
  • Amazon Best Sellers Rank: #2,487,560 in Books (See Top 100 in Books)

Customer Reviews

Top Customer Reviews

Format: Paperback
Very good book on managerial technique. Our dealership's profits have increased as a result of this book. Mr. McCormick is one of the great automotive authors of our time.
Good quality printing and binding, and well organized by chapters.
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Format: Paperback
There really wasn't anything out there worth reading before this book. It came out in 1994 and has done an over-all good job of defining certain roles for the manager. Something that every dealership has a problem doing. We all play "every position" and wear every hat. The book covers various key issues well. I will say tat it lacks in over analyzing. Remember if you "analyze you paralyze. Think too long, you're thinking wrong." I learned to shoot from the hip and encourage everyone to read a favorite of mine, "Cars and People: How to Put the Two Together" by Ziegler.
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Format: Paperback
the onus is on the sales force to perform or close a sale but there was never a mention of how and what methods should the manager employ to keep walk-in traffic flowing.
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