Power Past the Competition

In this episode, John talks about what it takes for sales teams to achieve 50% plus Closing Ratios. Starting with the vision, listeners will hear about the critical elements needed to get there, like servant leadership, management by objectives and S.M.A.R.T. goal setting. In addition, John talks about relevant ratios, correlations and what needs to be measured to succeed in realizing the vision.

In this episode, John Latka welcomes Carson Way, President of Carson Exports and Dave Feaver, General Manager – both with extensive experience in the wholesale and retail side of the used car business. Whether you’re a new car dealer with a used car department or an independent used car dealer, you’ll want to hear Carson’s deep dive into the definition of true wholesale market values and how to st...

In this episode, John Latka asked ChatGPT about the use of smoke and mirrors, and transparency in retail automotive. John shares what ChatGPT has to say about each one in clearly defined overviews. The episode also addresses what consumers should be on the lookout for when visiting dealerships. Follow John on LinkedIn For more information: https://www.automotivebusinesssolutions.com/

To create the content for this episode, John Latka asked ChatGPT the following two questions: What are the top pros and cons of automotive customer satisfaction surveys?  Should customer satisfaction surveys be tied to a dealership’s income? Tune in to hear ChatGPT’s answers. Follow John on LinkedIn For more information: https://www.automotivebusinesssolutions.com/

In this episode, John talks about success in business as a multifaceted concept that goes beyond just the bottom line and while financial profitability and the "bottom line" are crucial indicators of a business's health and sustainability, they are not the only factors that determine success.  Listeners will hear some other important dimensions to consider when measuring business success as John p...

In this episode, John Latka talks to his listeners about the 8 main reasons behind the constant churn in retail automotive sales and its impact on both the industry and the sales professionals. This sector continues to be plagued by a persistently high turnover rate among its’ sales force. So, what can be done about it? Listen to this episode and find out. Follow John on LinkedIn For more informat...

In this episode, John Latka talks about big data, what it is, how it works and its uses, along with a few key takeaways. John also shares his thoughts on data in Dealer Management Systems, CRM’s and KPI’s. He also addresses the need for simple tools, training, and ongoing support for salespeople. Follow John on LinkedIn For more information: https://www.automotivebusinesssolutions.com/

In this episode, John Latka talks about the public’s negative perception of car salespeople and how that came about. Listeners will also hear where sales car salespeople stand as it pertains to the most trusted professions. Sadly, John agrees there are some rotten apples out there, but the majority are simply honest, hard-working go getters trying to make a better life for their teams, themselves,...

In this episode, John Latka talks about management and leadership.  Listeners will hear answers to the questions, “what is management” and “what is leadership?” In addition, John talks about the traits of managers and leaders along with what managers and leaders do. Other questions that are answered in this episode include: “what are the similarities between managers and leaders, and “how do you m...

In this episode, John Latka talks about how setting SMART goals is the foundation to a successful month in sales. Listeners will hear how a salesperson at a small-town dealership not only met, but exceeded his projections and achieved an 83.3% closing ratio. In addition, John talks about keeping things simple by focusing on the critical few KPI’s necessary for sales success. Follow John on LinkedI...

In this episode, John Latka interviews Kim MacPherson from Buy It Smart Auto . Kim is an expert in sub-prime financing and those who want to learn more about it need to tune in.  Listeners will hear answers to a series of questions including; what skills does a sub-prime financial services manager need to have in order to be effective? With even more opportunities in sub-prime financing on the hor...

In this episode, John Latka talks about “Truths” in the automotive industry. He addresses the lack of discipline, the lack of effective leadership and the iceberg of ignorance. John then talks about 10 Truths that need to be addressed by managers. He then wraps up with Truths about processes. This is a must listen to episode for those in the automotive industry. Follow John on LinkedIn For more in...

In this episode, John Latka talks about whining and why it should be stopped. We all know it’s impossible to avoid whiners altogether, but the good news is, that if you’re sick of listening to their ongoing negativity, there are a number of ways to deal with them. John shares six. As a bonus tidbit, listeners will also hear about Theodore Roosevelt’s take on whining. Not to mention a number sample...

In this episode, John Latka talks about bad managers, their traits and behaviours. He also addresses how their approaches impact the employees and teams in their charge. The purpose of this podcast is not only to point out the signs of a bad manager, but to raise awareness and help managers fix those pitfalls and manage teams more successfully. Follow John on LinkedIn For more information: https:/...

In this episode, John Latka highlights a LinkedIn post by Brandin Wilkinson that outlines a couple of marketing initiatives that were extremely successful. In addition, listeners will hear about another strategy that helped a dealership drive traffic to their showroom in the month of December. These scenarios go to show that Warren Buffet’s quote: “it is not necessary to do extraordinary things to...

In this episode, John Latka talks about how dealerships could transition from a Transactional Model, which ties salespeople to the dealership, to a Relationship Approach, which would have salespeople spending less time on Showroom Duty and more time on building relationships with customers in order to promote repeat and referral business. This concept would have Free-Range Days when salespeople wo...

In this satirical and humorous episode, John Latka takes on the persona of a salesperson who is sharing his thoughts and perspectives regarding his Sales Manager and all the things he’s expected to do to sell a vehicle. Sales people and Sales Managers alike who believe in structure, processes and accountability, will appreciate the way John turns a negative rant into an overview of the sales proce...

In this episode, John Latka talks about Receptionists – The multi-tasking superheroes. Tune in to hear as he talks about automated attendants versus people who answer the incoming calls. John also addresses the attributes and duties of a professional receptionist. In addition, you’ll hear how a receptionist handled a particular situation that ended up in a vehicle being sold. Follow John on Linked...

In this episode, John Latka talks about Service Advisors. Tune in to hear why he considers them the unsung heroes of dealerships. In addition, John reviews the process Service Advisors have to follow, with a focus on the interactive service walk around. Listeners will also hear about John’s most recent experience in a dealership’s service department.  Follow John on LinkedIn For more information:...

In this episode, John Latka defines and talks about employee development, including the high cost of losing talent. Listeners will hear why an employee development program helps with job satisfaction and nurtures employee retention. In addition, John also addresses the three major factors in the employee development process, along with the levels of learning and skill development. Follow John on L...

In this lighthearted episode, meant to put a smile on your face, John Latka talks about nicknames and shares his findings on some of the basic research he did. Listeners will hear some nicknames that were based on behavior, some on physical appearance, and to the best of John’s knowledge, were given based on affection and amusement.  John starts off the list of nicknames with the ones that he was...

In this episode, John Latka talks about teamwork - and how success in sales revolves around teamwork and includes the service and parts department teams – not to mention the team who works at detailing the vehicles. He also shares the perspective that, high-performance sales teams are known by their ability to function at a high level for extended periods of time. And that teams of this calibre co...

In this episode, John Latka talks about perseverance - a continued effort to do or achieve something despite difficulties, failure, or opposition. He shares one man’s perspective of what each letter stands for or means, in the word perseverance.   In addition, listeners will hear a prime example of perseverance in the person of a well-known and recognizable historical figure. Follow John on Linked...

In this first episode for 2022, John Latka talks about getting back to basics. Listeners will hear quotes on the topic from some well-known people. John also shares some insights on how to get back to basics both personally and professionally and highlights 5 basics of successful selling. You’ll also hear about product knowledge as a critical basic skill. In addition, listeners will hear about the...

In this final episode for 2021, John Latka talks about some of his favorite quotes.    Listeners will hear quotes from poets and preachers, from people in sports to philosophers and from business people to scientists. The topics range from sincerity and enthusiasm to attitude. You’ll also hear about perseverance, commitment and excellence. Not to mention, success, goals and simplicity. Hopefully,...