Frictionless Selling: The Complete Guide to Removing Resistance from Every Car Deal
Most car deals are lost to friction, not price. A complete guide to Frictionless Selling: inbound calls, showroom conversion, reading customer cues, and the appointment.
Excellence Is Never an Accident: Carrying the Ram and Kintz Legacy Forward
The philosophy behind The Legacy Series: excellence in automotive sales and management is built on purpose, never left to chance. Honoring Alan Ram and Tim Kintz.
Quit Managing the Department. Start Managing Your People.
The highest-leverage shift a dealership manager can make: from managing daily department tasks to developing the people who drive results. From The Legacy Series.
The Accidental Manager: Why Dealerships Promote Their Best Salesperson and Lose Them
Promoting your best salesperson into management often costs a dealership both a great producer and an effective leader. The accidental-manager problem from The Legacy Series, and how to fix it.
The Legacy Series: Quit Managing Your Department, Start Managing Your People | Proactive Training Solutions
Episode 30 of the Fired Up Podcast: PTS CEO Michael Renaud and Kintz Group VP Mike Sealey, hosted by Susan Gaytan, launch The Legacy Series and the thinking behind Management by Fire – why dealerships must stop managing departments and start developing the people who drive results.
Automotive Sales Training ROI: How to Measure the Impact of Coaching on Gross and Volume
Most dealerships invest in training but few track its return. Here is how to measure the real impact of coaching on PVR, close rate, and monthly volume.
How to Handle ‘I’m Already Working With Another Dealer’ in the BDC
When a prospect tells your BDC rep they’re already working with another dealer, most reps fold. Here’s the professional response that keeps the conversation alive.
GSM Daily Routine: The 5 Things a General Sales Manager Must Do Before Noon
A GSM’s morning sets the floor’s pace for the entire day. These five habits separate high-performing GSMs from managers who are busy but not productive.
The Price Objection Playbook: How to Keep Gross and Keep the Customer
The price objection is the most common and most mishandled moment in automotive sales. Here’s how trained salespeople protect gross without losing the deal or the relationship.
The ROI of Dealership Sales Training: A 2026 Business Case for Phone, Internet, BDC, and Management Investment
The 2026 business case for dealership sales training: specific math on what phone, internet, BDC, and management training is worth in monthly gross — and why top-performing dealers consistently invest.