Glenn Lundy, known for growing dealerships by 800% and president of the 800% Elite Automotive Club, sat down with Adam Marburger on today’s episode of Training Camp to share insights on scaling dealership operations, building a strong culture, and developing the mindset that turns challenges into growth opportunities.
Lundy first made his mark in retail automotive at a Chevrolet dealership, increasing monthly sales from 120 to 850 units in under six years. Today, he runs a 12-person team providing a full dealership solution, supporting sales managers, finance managers, salespeople, and owners alike. Lundy further emphasizes that duplicatable systems, servant leadership, and daily routines are key drivers of both dealership success and personal development.
“The only way to scale culture is through duplicable, very simple systems.”
Scaling culture
According to Lundy, the secret to scaling culture isn’t emotion or energy—it’s systems. He uses a simple acronym to guide leadership: LEAD: Listen, Encourage, Advise, and Develop daily. At his Chevrolet dealership, applying the LEAD principles in meetings, customer interactions, and even crises allowed rapid growth without chaos.
Servant leadership
Lundy also links servant leadership to profitability. He explains that while traditional profit measures focus on front-end and back-end sales, much of a dealership’s untapped profit comes from referrals, positive reviews, and long-term customer relationships. “Servant leadership isn’t about sitting back and waiting to be asked for help; it’s about seeking opportunities to serve,” he said. By putting customers and employees first, dealerships can boost profitability in ways not immediately reflected in the financial statements.
Mindset matters
For Lundy, mindset is everything. Entrepreneurs must adopt “ridiculous optimism,” seeing struggle and pain as signals of growth rather than setbacks. He shared a personal anecdote about a barren patch of grass with a small sign reading, “Please don’t step on the grass,” which he saw as a metaphor for finding opportunity even in challenging conditions. He encourages daily routines to reinforce this mindset, which include:
- Never hit snooze
- Don’t touch your phone first thing
- Write gratitude and goals
- Self care
- Send an encouraging message every day
Recommendations for growth
For those feeling stuck, Lundy recommends Outwitting the Devil by Napoleon Hill, annotated by Sharon Lecter. He says the book provides practical guidance for overcoming obstacles and reminds readers that challenges often signal opportunity and progress.
Ultimately, Lundy’s strategies illustrate that dealership success isn’t just about numbers; it’s about people, systems, and mindset. By implementing duplicatable leadership practices, embracing servant leadership, and maintaining a growth-focused perspective, automotive professionals can drive both profitability and personal development.
