How car dealers can build a successful culture through ‘extreme accountability’

On the latest episode of Straight to the Point, host Frank J. Lopes is joined by Alex Flores, Founder of AF Dealer Consulting, to discuss how car dealers can implement extreme accountability to change dealership culture. Flores is also the Dealer Principal of Seguin Chevrolet in Seguin, TX, General Manager of Capitol Chevrolet in Austin, TX, and Owner of Bravo Chevrolet Cadillac in Las Cruces, NM, and Bravo Cadillac in El Paso, TX. In just five years of service at Capital Chevrolet, Flores increased business by 351%. At Seguin Chevrolet, Flores helped increase business 486% in just 15 months.

Lopes gets straight to the point with Flores by asking him if anyone can experience this level of growth. Flores says that growth begins with creating a plan, putting a process in place, and having extreme accountability. Flores says that car dealers who aspire to substantial growth must strive after certain qualities such as drive, intensity, consistency, creating strong culture, and holding team members accountable. 

Flores then elaborates in more detail about extreme accountability. 

“Extreme accountability is looking at details on a daily basis,” said Flores. “Knowing details like how many customers were on my showroom floor yesterday, how long did it take them to finance, who bought a warranty, who didn’t buy a warranty, what deals didn’t get approved. You really have to look at everything.”

Flores then dives into his daily routine to help car dealers make steady improvements in their routines. He wakes up every morning at 3:39 A.M. and is ready to go by 4:00 A.M. Flores takes time to do breathing exercises and meditate to help prepare for his day. Flores also takes time to answer emails before he gets to work. He also believes his reports must be done before he gets to work so that he knows where stands on goals at the dealership. Flores is then free to manage his team members and implement high standards. Though his method may seem complex, team members quickly catch on to expectations, helping create a healthy car dealership culture.

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