The Road To 900 Cars Per Month: How One Dealer Is Pushing His Team To Sales Excellence | Brad Wise

Today I’m joined by Brad Wise, executive manager at Ferman Chevrolet Mazda. We dive into his mission to sell 900 cars a month, why he’s handing out hundreds in cash to his service team five times a day, how “energy vampires” kill sales culture — and more.

This episode is brought to you by:

1. ‪@KenectAI‬The platform auto dealers are using to gather reviews, generate leads, and improve their online reputation, all powered by AI @ http://www.kenect.ai

2. ‪@cargurus‬maximize your performance on the #1 most visited car shopping site in the U.S. With data-driven intelligence on what to buy, how to improve the visibility of your listings, and how to optimize pricing, CarGurus will help drive revenue at every stage. Learn more @ http://insights.cargurus.com/cdg

Similarweb, Traffic Report (Cars.com, Autotrader, TrueCar, CARFAX Listings (defined as CARFAX Total visits minus Vehicle History Reports traffic), Q4'24, USA.
CarGurus analysis of US dealers that changed a vehicle price based on NBDR recommendations compared to vehicles without an NBDR- informed price change from Nov 2023 through Dec 2024, finding that dealers that made NBDR-price informed change see a 42% median increase in VDP views per day.
Market Probe International, blinded survey of 600 dealers, Aug 2024. Based on 313 dealers who pay for at least two listings sites.

3. CDG Recruiting - The Go-To Talent Partner for Dealers. Hire pre-vetted GMs, sales, F&I, fixed ops, C-suite, and back-office talent—ready to perform. Faster hires, better results. Book a call → http://www.CDGRecruiting.com

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Topics:
00:19 How to build business resilience?
01:05 What defines Ferman's leadership legacy?
03:31 How to build winning teams?
06:18 Why prioritize ethics and compliance?
16:28 Keys to operational excellence?
24:49 Best incremental growth strategies?
26:54 Why obsess over research?
32:51 Innovations in used car sales?
36:59 How to measure progress/happiness?

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