1. Recruiting and Training, LLC

2.  Benefits for Retention  Starts at Hire  Training and Development  Management is the Key  Clear Expectations  Procedures and Accountability  Compensation and Incentives  Allow for Growth  Why You Can’t Afford Turnover  Handling Resignation

3.  Long term Benefits  Increased Sales  Increased Profit  Better CSI  Easier to Manage  Enjoyable Atmosphere

4.  Advertise more effectively  Attract the best  Respond Immediately  Interview Professionally  Background and Drug Screening  Personality and/or Sales Aptitude Evaluation  Dealership Standards - Pride  Loyalty and Dependability  How many do you need?

5.  Company Orientation  Product Knowledge  Industry Knowledge  Customer Service Philosophy  Sales Training – No Substitute  Timely, Relevant, Realistic and Reoccurring  Active Engagement Exercises

6.  Management must be Leaders  Managers are the Key  Create a Challenging, Healthy and Competitive Environment  Treat Salespeople as a Valuable Commodity  Salespeople Quit Managers, not Companies  Never Threaten Job or Income  Treat Sales Team with Respect  Written and Verbal Appreciation – Monthly  Treat all Salespeople Equally  Salespeople as Business Partners  Management Generated Turnover

7.  Inspire and Empower vs. Direct and Control  Lead by Example, Praise Achievement, Open Communication  Creates Best Performance  Involve Salesperson in Goal Setting  Hold Your Salespeople Accountable Daily Activity Review Address Issues Head-On Within the sales system, what is causing the salesperson to fail?

8.  Exact Road Map  Detailed steps, no “winging it”  Management Income Directly Related to Sales Team  Mandate Specific Time for Prospecting New Business  Daily Tracking and Monitoring of Activities  Is Everyone in the Dealership Involved with and/or Supportive of the Selling Process?  Is There Conflict Between Departments?

9.  Understandable Salary Increases tied to Achievement  Commissions and Bonuses  Easy to calculate on a daily basis  Same plan for entire sales team  Recognition  “Top Gun”, “President’s Club”, “Winners Circle”, “Extra Mile”

10.  Sales Incentives Must Excite All Salespeople  Offer Low Cost “Perks” and Salary Incentives  Longevity  Produce Set Number of Outside Sales  New Hire Plan  Extra Days Off, Long Weekends, Holidays  Reimbursement Programs ▪ Car Payment, Insurance, Gas, Health Club, Oil Changes, Travel Benefits

11.  Ongoing Training  Provide Latest Technology  Outside Professionals  Management must participate  Personal Development  Backup Management Duties ▪ Training Director ▪ Assistant Manager ▪ F&I Backup ▪ Closer Positions ▪ Mentor a New Salesperson  Freedom to Express Opinions

12. Recruiting and Training, LLC  Dealership Most Valuable Asset  Fully Trained and Seasoned Salespeople  Best Ambassador  Possess Positive Attitudes, Self Motivated, Strong Desire to Succeed  Develop Loyal Following  Excessive Turnover hurts Morale  Costly in Terms of Time, Energy and Money  Negative Impact on Customer Loyalty

13.  React Immediately  Prevent Common Knowledge  Know and Understand Exact Reason(s)  Why Should They Stay?  Solve the Salesperson’s Problems  Prevent Further Resignations