Focus on Better
Before Bigger!
Joseph Cala
General Manager
Dealer Synergy
Audubon, NJ
856-952-1786
joe@dealersynergy.com
1
Truett Cathy… Founder of Chick-fil-A
“I’m tired of talking about how we can get bigger faster.
If we get better, our customers will demand that we get
bigger!”
2
Chick-fil-A Had a Problem
Sales began to decrease and Chick-fil-A was losing
market share to Boston Chicken!
3
Boston Market Files for Bankruptcy!
Chain Closing 178 of Its
1,143 Restaurants Nationwide
"They just expanded too quickly, and the concept just got dull,"
said Neil Dorflinger, a director of DLS Capital Partners
October 06, 1998 by ANNE POLLAK, Bloomberg News
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By The Year 2000 Chick-fil-A Surpasses
$1 Billion Dollars in System-Wide Sales
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How Can We Apply This Principal of
Better Before Bigger Into Our Lives,
Routines, Positions, and Businesses?
Individual growth will add to our organizational growth!
6
What Will You Takeaway?
• How can we get better in our dealership?
• How can we improve our processes?
• How can we get better in customer service?
• How can we excel in our showroom initiatives, Internet
initiatives, digital marketing, etc.?
7
What Will You Takeaway?
• How can we create a better internal culture?
• How can we improve customer service?
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“Better” is Not a Final Destination!
9
The E3 Formula!
Evaluation +
Education =
Elevation
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Evaluation
• Determining the value, significance, or worth of
something
• To appraise, to estimate the value of
something through careful examination
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We Appraise “Cars”… Why Not Ourselves?
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Education
“The great aim of education is not
knowledge but action!”
-Herbert Spencer
English
Philosopher
13
The Difference Between
Information and Transformation
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The Automotive Industry Is Flooded
With Training and
Educational Resources!
•
•
•
•
•
•
•
Websites
Forums
Blogs
Newsletters
20 Groups
Seminars
Conferences
• Summits
• Expos
• On-Demand Virtual
Training Platforms
• Onsite Trainings
• Phone Trainings
15
“That’s Some Great Information!”
Information - Knowledge gained through study,
communication, research, investigation, and instruction
Information is Treasure
16
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• What routines in your life or
business need to be
transformed?
• Define routines
• Practice makes permanent
• How you practice
determines your results
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Elevation
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Internal Foundation
What is a foundation?
• The lowest load-bearing part of a building
• An underlying basis or principle for something
Internal foundations
are what things are
built on
Without a strong
foundation
everything will
collapse
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Outward Change Will
Always Follow Inward Change!
Outward Change Without an Inward Change Is Only a
Costume Party!
21
Your Thoughts Can Control Your Life!
We need to put a bouncer at the doors of our minds
checking the IDs of every thought to see if they’re
allowed in!
22
• Attitude is the key to life
• “Life is ten percent what
happens to you, and 90
percent how you react to it”
• Life doesn’t happen to you;
it happens through you
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• Make your own weather
• Don’t allow your external
situations determine
reality
• Don’t allow road blocks to
stop you from reaching
your final destination
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Questions?
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Please visit the NADA University Online booth in the Expo Hall for
information on accessing electronic versions of this slide
presentation and the accompanying handout material, and to order
the workshop video-recording.
Focus on Better
Before Bigger!
Joseph Cala
General Manager
Dealer Synergy
Audubon, NJ
856-952-1786
joe@dealersynergy.com
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