Preparing for the Pivot

Preparing for the Pivot

I don’t know about you, but this coronavirus crisis has lost its novelty for me. This is the longest time I’ve not been on an airplane in 30 years. And, as much as I’d like to be heading somewhere next week—a goal my wife would also approve of—I think it’s unlikely...
Thoughts from Self-Quarantine

Thoughts from Self-Quarantine

When this is all done, I hope the leaders of our industry take a moment for self-congratulation. You have effectively balanced your responsibility to serve your communities with your responsibilities to your people. That’s what true leadership looks like. I am so...
What a week!

What a week!

I’ve been around our business for a lot of years. I’ve experienced downturns, gas shortages, the Great Recession, banking crises, and a whole bunch of car sales declines. However, I’ve never seen a time when consumer fear grew like it did this last week. Not...
One Critical Answer

One Critical Answer

Here’s the scene. It happens hundreds of times each week in your market. And, in every market. An account executive meets a client for the first time. Early in the meeting, often in the first minute or so, the client asks a really common question: “What have you got...