My strong ties to the automotive industry kept me going for almost 40 years, in spite of the love-hate relationship that I have with the retail side. After many years of service in leadership capacity, 11 years ago I started my company Convergent Alliance with one question in mind: What will it take to change the dysfunctional processes and unscrupulous practices that tarnished this lucrative industry?
The Auto retail industry is too complex for the average retailer to completely understand. This is mostly due to lack of academic infrastructure and insufficient qualification requirements. In most states, becoming a dealer doesn’t require much more than a few hundred dollars to obtain a sales license at the DMV. In this country, we can still sell the second most expensive item in our lives with almost no prerequisite. You won’t find a real estate agent or an insurance broker to do the same without at least getting a state issued license that requires some learning and passing a test.
For years in this industry the focus has been on moving metal, rewarding people on production, and holding them to a performance scale. In spite of the manufacturers’ efforts, the human element and the experience of acquiring an automobile never took a front seat. In the meantime traffic congestion, commute time and stress have reached unbearable levels especially in metro markets.
In the new era of mobility, autonomous driving, ride share and ride hail services will transform the auto retail industry. The ecosystem of transportation will focus on human experience and comfort, not moving metal. On the contrary, the industry will be focused on maximizing the use of every vehicle on the roads to reduce congestion and loss of time.
While there is still a decade-long transition into this new world of mobility, retailers must make their plans and take action now to secure their future, whether they continue to play or work on an exit strategy.
Our organizational culture curriculum is in the front line to create a workforce that will accommodate today’s consumers at their desired focus, the experience and the relationship. We then use the building blocks to establish the processes and transform your business to reach a healthy benchmark measured purely on return on sales and investment. Our signature review process “PAINT BY NUMBERS” will become the ultimate guide for you and your staff to reach objectives that never before may have seemed possible. I look forward to hearing from you.