Driving Success: Glenn Lundy’s Growth Strategies for Automotive Dealers

Growth is essential for a dealership’s success, not only in terms of business performance but also for the personal and professional development of its employees. Glenn Lundy’s career in the automotive industry has given him two distinct experiences that highlight this importance.

In his first eight-year stint at a Nissan dealership in Flagstaff, Arizona, he advanced from salesperson to general sales manager. Despite personal career growth, the dealership’s sales remained stagnant at 120 cars per month, and his personal life suffered significantly. The lack of dealership growth stifled opportunities for employees, leading to a high turnover rate as salespeople saw limited prospects for advancement.

Contrast this with Glenn’s second eight-year period at a Chevy dealership in Paris, Kentucky. “By focusing on growth, we transformed the dealership from selling 120 cars a month to an impressive 850 cars monthly, with a peak of over 1,100 cars,” boasts Glenn. “This expansion created numerous leadership opportunities, fostering loyalty, motivation, and success among the staff,” recalls Glenn.

“From these experiences, I’ve learned that growth is essential for creating a thriving, dynamic workplace where employees can envision a future. It leads to a more motivated and dedicated team, ultimately driving the dealership towards greater success and ensuring a better quality of life for everyone involved.”

These insights led Glenn to create the 800% Elite Automotive Club in November, 2019. The 800% Elite Automotive Club is designed to help dealerships selling between 50 and 250 cars a month quickly scale their volume and profits while increasing employee retention and fostering a winning culture. Utilizing modern technology and proven strategies, the club develops dealership owners and general managers through online mentorship, in-person workshops, and long-term accountability. On average, 800% Club members experience a life-changing 25% increase in sales within the first 90 days.

THE CHALLENGE

Despite the success of his consulting work, Glenn recognized a challenge: teaching ideas without having clear examples can lead to confusion as everyone understands things differently. That challenge led to another opportunity for growth. In July 2024, Glenn purchased an independent dealership in Lexington, Kentucky to enhance his automotive consulting business and create a real life testing ground for his teachings and techniques.

Glenn, aptly named his dealership 800% Elite Auto Sales. With his dealership he can now provide concrete examples to complement his teachings. He can film real-life scenarios, such as daily morning meetings, and share these visuals with clients, ensuring they understand exactly how to implement his advice. This approach allows Glenn to practice what he preaches, eliminate excuses from clients, and demonstrate the effectiveness of his methods in real time, ultimately bridging the gap between conceptual teaching and practical application.

LOOKING FORWARD

The automotive landscape is undergoing significant change, presenting both challenges and opportunities. Traditional belief systems in the industry, such as sales targets and service department hours, are deeply ingrained. However, the advent of the internet and rapid technological advancements have transformed the market from a local to a national scope.

In the past, a dealership could thrive with a prime location, a small team, and a consistent sales model. But now, the competition spans across the entire country, akin to the transformation seen in the grocery industry with the rise of big box stores like Walmart. Large corporations and publicly traded companies are increasingly dominating, often at the expense of small, family-owned dealerships.

Glenn understands this shift and emphasizes the need for dealerships to adapt to these changes. His consulting business and his dealership offer innovative strategies to navigate this evolving market, making it crucial for dealerships to work with him to stay competitive and avoid being left behind as the industry transforms.

800% ELITE AUTO SALES JOINS #TEAMVINCUE

One of the first decisions Glenn made about his new dealership was to sign up with VINCUE. Glenn describes VINCUE “as a powerful weapon in the automotive industry”, contrasting it with traditional tools. “Tools are useful for building and maintaining,” Glenn says, “but weapons provide a strategic advantage for dominating the competition.” He believes that adopters of VINCUE will gain a competitive edge through advanced insights and capabilities.

“VINCUE offers more advanced technology, extensive data, and user-friendly interfaces than other inventory management software,” he continues. “VINCUE provides unprecedented visibility into the automotive market, allowing users to track vehicles’ histories, analyze competitors’ inventory, and understand market trends in detail. This level of insight enables dealers to make strategic decisions that can outmaneuver competitors.”

LEADING WITH PEOPLE FIRST

In addition to adopting modern technology, Glenn’s core values emphasize a people-first approach, prioritizing relationships and personal growth within his team and organization. These core values below, guide every decision within Glenn’s organizations, ensuring a consistent focus on personal development, team cohesion, and overall excellence.

JOIN THE 800% ELITE AUTOMOTIVE CLUB

800% Elite Automotive Club is a pioneer in the North American automotive industry designed to help dealerships that sell between 50-250 cars a month scale their volume and their profits quickly while increasing employee retention and creating a winning culture. Visit join.800eliteautoclub.com to get started today!