Overall Rank for 2019: 49

Rank based on dealership size (Medium): 21
 

General manager:

James Woods

Dealership group:

Lithia Motors

Full-time employees:

66

2018 new-vehicle sales:

1,296, down 6.8%

2018 used-vehicle sales:

1,023, down 21%

Woods on recruiting techniques:

“Successful: word-of-mouth, Indeed, LinkedIn, Craigslist. Not so much: website, liner ads.”

Woods on rewards and incentives:

“Bonus cash, trips to places like Las Vegas, top salesperson plaques, trophies for 15 Car Club and 20 Car Club”

Woods on changes to training:

“I have escalated the intensity in our meeting room. Added laser lights and a high-definition projector. We have implemented some famous motivational quick clips of video and worked on product knowledge. Then we discuss topics such as standings, customer satisfaction and more. We may just have an entertainment meeting with bonus opportunities announced.”

Woods on making work schedules more balanced or flexible:

“Each salesperson has their own individual schedule. The entire sales team works all day Saturday, including myself — we have fun on Saturdays (and every day).”

Woods on offering online shopping as employees desire work-life balance:

“We have management oversight and communication. If a salesperson is not available, the leads and customer contact are available to a different salesperson.”

Woods on compensation:

“I like to change the salesperson compensation plan every month. I do not change it against their favor — I change it to areas that need to be emphasized for a particular month. For example, if I have a large amount of a particular model, I can add a perk in the pay plan for the month. I have many options this way, and the salespeople stay fresh and do not become ‘immune’ to the pay plan.”