Perseverance and determination can transform humble beginnings into remarkable achievements. On today’s episode of Training Camp, host Adam Marburger is joined by Scott Simons, strategic advisor at Agile Auto, Inc., who shares how his career in retail automotive was shaped by perseverance, resilience and a deep commitment to personal growth.
Simons’ journey began in McDowell County, West Virginia. Once a bustling industrial hub and a leader in American coal mining, the region’s economic decline resulted in widespread unemployment, poverty and substance abuse. Simon’s interest in the retail automotive industry began when he met a gentleman who drove a nice car and wore well-tailored clothes. Curious about the man’s profession, Simons discovered he was a car salesman. That early interaction planted the seed for what would eventually become his life’s work. For Simons, retail automotive represented a way to escape the challenges of McDowell County and a way to build a better future.
Early on in his career, Simons knew he wanted to own a dealership. When he interviewed at Saturn, his aspiration of ownership was met with laughter from his interviewers. But instead of letting their doubt hold him back, he used it as motivation to keep moving forward.
Reflecting on his career, Simons says his favorite role was working in the finance department. He enjoyed the complexity of problem-solving and building relationships with banks, finance companies and customers. The most rewarding feeling was going to bat for his customers and seeing their faces light up when their dealers were approved.
At the same time, finance and insurance (F&I) was also his least favorite role. While he loved closing deals and guiding customers through products, he found the overwhelming paperwork burdensome. As he puts it, he thrives in the process of closing but not in the paperwork that follows.
A traditionalist at heart, Simons believes the one-touch sales process can be effective in specific markets, but stresses the importance of specialists in most dealerships. For now, he has no plans to adopt one-touch at his stores, reasoning that knowledgeable specialists are best equipped to provide high-quality service.
According to Simons, the most effective F&I managers are proactive and engaged. They should never meet a customer for the first time in their office but instead introduce themselves early in the process to establish trust and rapport. They should also collaborate with sales managers to structure deals that both serve the customer and maximize profit.
"If you're blessed with the opportunity to lead people, then it's your duty, responsibility, and obligation to be the best version of you possible."
Strong leadership, he says, also depends on accountability. Expectations must be set clearly, then reinforced consistently. As a consultant, Simons recalls helping clients improve their processes, only to return later and find staff had slipped back into old habits. Regular check-ins are crucial for maintaining progress and upholding standards.
Beyond the dealership, Simons is deeply committed to personal development. He strives to be the best husband, father, leader, and friend he can be.
Through it all, he has held close the advice his father gave him: never be ashamed of who you are or where you come from, and never measure your worth by material things. That philosophy continues to guide both his life and his leadership.
