About
Every store has a standard. Most of them have never written it down, and nobody has ever been held to it. That gap is the whole job.
01 · Who I am
I build sales-management operating systems for car dealers, in partnership with Conley Insurance Group.
That means I don't come in for two days, fire up a room, and leave your managers a binder. I write your standard down, teach it on your floor, put it on a card in your managers' hands, and build the inspection that makes it survive after my truck leaves the lot.
The work covers the whole variable side: the road to the sale, desk and gross control, follow-up cadence, F&I setup, save-a-deal, and the service drive. One rooftop or a group. Trained to standard, inspected weekly, owned by your managers — not by me.
I've spent my career on the floor, at the desk, and in the tower. I've hired people I shouldn't have, defended standards I should have written down sooner, and watched good stores lose gross to nothing more exotic than a step nobody checked. That's the whole thesis. It isn't complicated. It's just uncomfortable.
02 · Why the standard exists
Every store I walk into has a hero. One closer, one desk guy, one manager who can save any deal that hits the floor. Losing that person shouldn't be able to take twenty percent of your gross with them — but in most stores it does, because the hero is the process.
The stores that win the next five years won't be the ones with the best closer. Price is transparent. Supply is normal. Your customer has the numbers before they park. What's left to compete on is the experience your team delivers to standard, every day, whether or not the good manager is working.
Who owns the sales standard in your store — and how would you prove it was followed yesterday?
If that question is easy to answer, you don't need me. If it isn't, that's the engagement.
03 · The books
Everything I install is published. If a training company won't show you its process, you're buying a personality.
Book one · for the frontline · coming soon
The floor system. Seven inspectable control points from the Meet & Greet through the interactive trade evaluation, the Three-Yes gate before numbers, the Million Dollar Walkaround, the 4x4, and the Hour 4 / 24 / 72 follow-up cadence.
Written for the person standing in front of the guest, not for a shelf.
Read the floor standardBook two · for managers · coming soon
The management system. Your product as a manager is not the car — it's the system. One-pencil desk discipline, the four required T.O. moments, save-a-deal run as a command room, the 3-2-1 daily mission, coaching cadence that's inspectable instead of personality-driven, and one shared variable-ops scoreboard.
The sales manager has one job: grow salespeople.
Read the store standardA Field Guide runs the floor. Command runs the store. Neither is in print or digital release yet — both are in use inside installs today, and the public editions are coming. Want the material sooner? Sit in on the next Standard Session.
04 · Where I show the work
Weekly
A newsletter for owners, GMs, and anyone who has to hold a standard. One operating problem per issue — walkaround discipline, where gross actually leaks first, the twelve-minute morning meeting, paying for the standard instead of the outcome. No hype, no listicles.
Long-form
Conversations with the people who actually run stores. No script and no talking points — real car talk between car pros about their market, their business, and where retail is going. Produced with ContentGuy STL, backed by Conley Insurance Group.
05 · Off the floor
I live in Jefferson City, Missouri with my family. Faith first, family right behind it, work third — in that order, on purpose, because I've had it out of order and it doesn't hold.
Most mornings start with writing and reading before the phone gets a vote. Most evenings end on the mats: I train Brazilian jiu-jitsu, and I help run a men's group there focused on getting young guys through adolescence with mentorship and something to belong to.
You don't get discipline from intention. You get it from a standard somebody inspects.
Start where every engagement starts
You get your number, your weakest pillar, and the one-page card your managers can use tomorrow morning. On screen, before anyone contacts you.