Leading through Adversity

After spending over three decades in the retail automotive business, running a chain of new car dealerships, I’ve seen just about everything—economic booms, recessions, shifts in consumer preferences, and even the once unthinkable disruption of online car sales. The auto industry has never been for the faint of heart, but through it all, one truth has always stood out: great dealers with great culture survive and thrive.

Today, the challenges are clear:

👉 High vehicle prices are stretching consumer budgets.

👉 Rising interest rates are making financing tougher for many buyers.

👉 Inadequate lease programs have created a gap for customers who once relied on affordable leasing options.

These factors are putting pressure on dealers and testing an industry's resilience built on adaptability.

But here’s the silver lining:

The best dealers—those with a relentless commitment to culture, customer experience, and employee growth—will win.

Culture drives performance: A great culture isn’t just about offering perks or running promotions; it’s about creating an environment where employees feel valued, customers feel heard, and everyone is aligned toward a common purpose.

Customer focus matters more than ever: High prices and rates don’t eliminate the need for a vehicle but amplify the importance of trust and value. Dealers who build long-term relationships will stand out.

Employee growth is the ultimate differentiator: In my career, I’ve seen employees grow from entry-level roles to senior positions because of investment in training and career development. A team that feels invested in will deliver the kind of experience customers remember.

The road ahead will have twists and turns, but challenges are nothing new for those of us who’ve spent our lives in this business. What defines success isn’t the size of the challenge—it’s how we rise to meet it.

To my fellow automotive professionals: Stay focused on your people, your processes, and your passion for delivering exceptional value. The best days for this industry are still ahead, and the dealers who focus on building the right foundation will be the ones driving into the future with confidence.

Let’s not just weather the storm—let’s lead through it. 💪

#Leadership #AutoIndustry #CultureMatters #Resilience #DealershipLife