Another month comes off the calendar, and all things considered, any month where Valentine’s Day is the big holiday is a good month. Then, I saw the headline on the banner at the bottom of the TV screen while watching ESPN: An unidentified NFL team has submitted a proposal to ban the “tush push” quarterback sneak. The whistle-blowing team turned out to be the Green Bay Packers…the Packers?!? Their greatest player was two-time Super Bowl winning QB Bart Starr, an Alabama grad, who scored legendary touchdowns with the conventional sneak – it was boring then, and nowhere near as effective, or fun, as the tush push.

Come on, football fans, in the name of competitive fairness, this is nothing but grasping at straws. It is simple in execution: players in front blocking, with players behind the ball carrier pushing – and the tush push is a scoring super weapon – at least for two teams. An article on ESPN.com pointed out that the Philadelphia Eagles and Buffalo Bills have run a combined 163 tush pushes over the last 3 seasons, and successfully got a first down or the touchdown on 87% of the attempts. The rest of the NFL, 30 teams, had success only 71% of the time.

So, it seems anytime the NFL wants to amend the rules, the discussion is based on player safety, and apparently, the tush push does come with some issues that will be revealed during March meetings. I get that, safety first, but the tush push is not, in my opinion, as dangerous as the kick-offs were before the current rule changes [of which I am not a fan, and I hope they get discussed as well]. But from a branding standpoint, the tush push is a marketing bonanza. In Philadelphia, for example, their tush push is now ‘The Brotherly Shove’; Buffalo is playing with ‘Snow Plow’ and ‘Buffalo Stampede’.

To me, a good comparison for the tush push controversy is how factories compete to have the #1 selling vehicle in America – they build a great product, market it well, and buyers love it. The other brands can compare side-by-side, whatever, but the best-selling vehicle garners the top spot. In other words, stop whining and go build your own great vehicle.

The Green Bay Packers crossed the ‘whine’ line. First of all, being unidentified is not a sign of courage. But will the challenge be successful? Mark down this moment: SB 59 – 6:15 1st Quarter, former Alabama QB Jalen Hurts scores on tush push from the 1-yard line, New Orleans Superdome, February 5, 2025. Who would have thought by my being there, I may have witnessed the last tush push in football history.

Outlaw the tush push? The only play an average fan could ever possibly run in a game?
Whiners gonna whine, but don’t let them win!

The first part of this story requires me to advise: ‘This is an opinion!’

Two championship football games, two years apart, [the only two games attended in person], illustrated to me a great lesson that translates back to every automobile dealership.

The first was the SEC Championship Game played on December 2, 2023, between Alabama and Georgia. Make no mistake, I am an Alabama fan whose interest was rekindled with the arrival of Nick Saban, since before that I had become a casual observer after my football career ended in the 11th grade.

The second game was this year’s Super Bowl 59 in New Orleans between the Kansas City Chiefs and the Philadelphia Eagles. What I saw when the overhead lights sparkled off the Eagle’s midnight-green helmets, rekindled a vivid memory. On this day, the Eagles were a one-point underdog against the back-to-back defending SB champs, but in warm-ups, it was obvious who had more pep in their step, more positive interaction, and more of a swag attitude. I could tell before kickoff the Eagles were ready, and they proved it…no KC three-peat in NOLA!

This year’s Super Bowl had the same pre-game thoughts I experienced before for the Dawgs and underdog Alabama kicked off in the Georgia Dome. Once again, too obvious to miss. In their crimson jerseys and helmets, you could see the confidence in every player’s action, and the swag in their step – this was a team on a mission to end the defending SEC champ’s 29 game winning streak…and the Tide did.
If I attended more regular games, maybe my excitement before a championship match-up would not be so keen. But there was no doubt what I observed: four great teams, built on a foundation of hard work and preparation, but it was the winning teams that showed up as the most highly, and confidently, motivated.

This is no longer an opinion.

For over 20 years of my day-to-day business life, I have enjoyed the opportunity of visiting 100s of dealerships across the country. Nothing gets me more pumped than walking onto a spotless showroom floor, the overheads sparkling on the polished sheet metal and chrome, the purposeful energy of employees, a friendly smile, and a sincere greeting, “Welcome, how can I help you?” It is the fruit of preparation and hard work, and it is too important to ignore. You only get one chance to make a great first impression on every visitor to your dealership.

As certain as I was of Alabama and the Eagles, your customers recognize and support a team prepared for success…that’s how championships are won, and dynasties built, year after year.

It’s Super Bowl LIX weekend, with a mentoring relationship that illustrates going from the role of the hunter to the role of guide.

The Kansas City Chiefs are going up against the Philadelphia Eagles in hopes of a three-peat, pretty impressive.  But from 1964 through 1975, legendary Coach John Wooden won 10 national basketball championships at UCLA, including 7 in a row.   His mission was mentoring: “Everything in the world has been passed down. Every piece of knowledge is something that has been shared by someone else. If you understand it as I do, mentoring becomes your true legacy.” 

Fast forward to the 2017 NFL Draft where the Chiefs selected Patrick Mahomes as their first-round pick.  The selection created a stir, as the Chiefs passed over higher-ranked prospects. Even more surprising, Alex Smith was in place as starting QB, and although Smith never won a Super Bowl, he led them to the playoffs.  Side note:  Smith was so popular, Taylor Swift’s buddy, KC tight end Travis Kelce, would appear in a 2018 TV interview criticizing the decision to replace Smith with Mahomes. 

But once Mahomes arrived, from training camp thru his entire first year, Smith took the rookie under his arm.  Mahomes said about Smith’s influence, “I really praise him, he prepped me, he showed me what it takes to perform in this league.”  And the ultimate comment from the 2-time Super Bowl MVP, “I came in, and I was just relying on my talent, then I watched Alex work… I’m still doing the exact same process that he was doing that first year.”

Alex Smith recognized the potential, saying every morning at camp in 2017, he was there early, but so was the rookie. Smith’s key reason for mentoring was his own experience as the 1^st pick of the 49ers in 2005, “It was turbulent, there was no plan, I didn’t get to look up to watch anybody.”

Even though Smith would have his best NFL numbers, he continued to mentor. Smith knew his fate after Mahomes went 22-of-35 with a bunch of backups in a meaningless season-ending game.  A week later, Smith lost in the playoff game, and noted, ‘It was apparent what was about to happen.”

Before the start of the next season Smith was traded, but is still held in high esteem. Coach Andy Reid brought attention to Smith’s mentoring of Mahomes in 2020, prior to winning Super Bowl LIV, “He wasn’t asked to do this, but he let Patrick into his world, I joke about it, but it’s true: Patrick couldn’t pay Alex enough for what he gave him with that experience.” In the seven years since Mahomes took over the QB reins, the Chiefs have made it to the Super Bowl five times.

Mentor your teammates, show them how far they can go.  As they say about rookie car salespeople, the journey could be from green pea to greatness!

Now who will get to shout, “I’m going to Disneyworld!”?  I love a Cinderella story, but my MVP bet is Saquon Barkley…and the Eagles to win!

Let me share two milestones that add an explanation to the above title.

January 17, 1993, was the day I shot my first deer, a 7-point buck. I was 12 years old, and it was a dream come true because nobody had hunted harder to get in the right situation for the right shot. It finally all came together on Mike’s farm outside of Chelsea, Alabama.
12 years later at the age of 24, I signed up my first client for the agency, Midpoint Chevrolet in Rocky Mount, VA. I was anxious but confident, nobody was better equipped to sell the advantages we brought. The closing sale included our exclusive Capture study to better map their market, and an outstanding production package called Sweet Deals.

Both of these events, to a degree, are comparable to being ‘the hunter’, for in both instances I did everything possible to complete the mission. At age 12, and age 24, in my mind I was smarter, faster, better…and today, I still feel the same way. Working harder, working smarter is what I preach, but now I am enjoying a new role as a ‘guide’, in other words, mentoring.

Last Saturday, my oldest son shot his first deer at the age of 7, and I was right there with him. Who was the most excited? The old man! I could not have been any happier, or fulfilled in the moment. Everything he had seen me do when he was younger, all the lessons about patience and being prepared for the moment, he performed at the highest level just as I believed he would. I love to hunt, but in that moment, being his guide was a satisfaction that carries the tag ‘priceless.’

Over the last several months, our company has grown at a remarkable pace. If you asked me a key reason for the success, I would answer, “Our company has a guide who has figured out what he can do best for the team,” and that is leading by teaching, sharing, and encouraging everyone who will listen and learn. I am focusing more intently on sharing lessons I have learned, and insights I have acquired sitting across from so many great dealers – my mentors – and guiding our people to success in both acquiring and developing successful clients.

My name is still on the company letterhead, I will again be on the road 150 days a year visiting dealers, but I am going to carve out more time to pass down what I know. A great quote from Winston Churchill: “We make a living by what we get, but we make a life by what we give.”

Mentor your team, show them how far they can go, and get there together.

“Dad, I got it!” “John Paul, I got the account!” What a sense of satisfaction when your hunter gives their guide the great news.

There is a lesson to be learned from the first days of President Trump being back in office – he obviously had his priorities, and took action he deemed necessary to get started on completing the tasks. As a business owner, there is a takeaway from what we have seen since the afternoon of Inauguration Day – first things first, then move on. Even if the time frame is four years, manage in the moment.

The management of time is a key ingredient to achieving success [or at least, the feeling of personal accomplishment] each and every day. From a historical perspective, the story of Charles Schwab and Ivy Lee from 1918 is legendary. Schwab, the owner of Bethlehem Steel, was frustrated with the pace of his team’s efficiency, so he hired Lee as a productivity consultant. Lee laid out his approach, asking for only 15 minutes with each of Schwab’s executives. When Schwab asked how much the cost was, Lee told him to wait three months and pay whatever Schwab felt the strategy was worth. The immediate result was a vast improvement in staff communication, problem-solving, and ultimately in Bethlehem Steel becoming a giant of the industry.

What was Ivy Lee’s method? At the end of each day, write a list of the six most important things to do for the next day and order them from one to six. In the morning start with number one. Keep working on it until completed, then move to number two. Keep working on this one until completed, and then move to the next item on the list. Continue this way until completing all the priority items on the list.

I have been a practitioner of this system for years, and still have my notebooks filled with daily schedules. Lee suggested no more than 8 tasks, I tend to expand that number, but the first item for each day is the key action item, and I stay with it until satisfied with the outcome. My recommendation for this technique is the increased focus on the now, less procrastination, and the proper prioritization in line with our One Team goals.

Nate Anglin, in his blog on Schwab and Lee, commented, “What Lee sold to Schwab wasn’t just a list; it was the key to unlocking potential, one day at a time.  It’s not the hours you pour in but what you pour into the hours that count.”  In other words, you begin each morning with momentum, and in our society enamored with multi-tasking, focus is critical for accomplishment.

What was Lee’s payment? Schwab wrote him a check for $25,000. Fast-forward to the present day, with inflation, that $25K would be $559,758.47…

The pinnacle of the NFL season is the Super Bowl, and the cherished title of ‘World Champion.’ What does it take to reach this pinnacle?  Vince Lombardi, the legendary coach whose Green Bay Packers won the first two championship games said, “Success rests not only on ability but upon commitment, loyalty, and pride.” In this era of player free-agency at the pro level, and the transfer portal at the college level, loyalty may be the most challenging aspect for sustained success in sports, as well as for your company, employees, and customers.

We are well aware the most powerful way to increase customer loyalty is simple: make your customers happy. But the 2024 Widewail Voice of the Customer Report details the difficulty of this premise: negative mentions of dealership staff rose 20% YoY, and that included luxury and non-luxury brands. How do you build a positive staff? Venerable business leader Harvey Mackay shared his view in 2011, “Employee loyalty begins with employer loyalty. Your employees should know that if they do the job they were hired to do with a reasonable amount of competence and efficiency, you will support them.”

Dan Crumpton, Director of People Strategies for Strong Automotive, agrees with the importance of loyalty, but noted, “Loyalty today absolutely looks different than it did in the past, and I think it’s less about tenure and more about engagement, alignment, and purpose.”

Our company has over 160 employees, with approximately 40 having been added in the past 12 months.  Crumpton pointed out the importance of initially identifying an employee’s potential for fitting well with a company, “We use Culture Index to gain insights into candidates’ natural traits and strengths, and model our interview process on Patrick Lencioni’s The Ideal Team Player. This helps evaluate humility, hunger, and people smarts, qualities we believe create lasting value for the team.”

Employee engagement is key, and the challenge is creating an environment where people want to be where they are, not just because of a paycheck but because they believe in what a company is doing, and the importance of their role. Crumpton outlined three factors to fostering loyalty:

Clarity & Purpose: Making sure employees understand how their work connects to the bigger picture.

Trust & Transparency: Open communication, and consistent feedback to keep people aligned and motivated.

Growth & Recognition: Giving employees opportunities to develop, and celebrate their contributions

Football coaches are looking for the right players.  Our suggestion for your company – it is about hiring the right people and then continually re-recruiting them by reinforcing culture, vision, and purpose…whether it’s big, or little. The loudest cheer during our last Employee Meeting was not for an added day-off, but for the new coffee makers being installed.

Never thought I would open with this phrase – as we adjust travel plans for NADA due to snow storms in New Orleans – looking forward to seeing clients, friends, and associates to discuss all the questions and newsworthy issues facing our industry – especially after the country has gotten its first glimpse of President Trump’s agenda – talk about hitting the ground running. To be honest, there is an extra measure of excitement with the mood of the market being more upbeat.

How that translates to new car buyers’ enthusiasm remains to be seen, but there are positive points for engaging the customer: Cox Automotive, in their most recent numbers, shows manufacturer incentive spending as a percentage of the selling price at the highest point since 2021. The trend of increased incentives will need to continue in 2025, as a recent survey by Edmonds showed nearly half of all new car buyers will budget $35K or less on their next vehicle.  When the average transaction price of a new car was $47,870 in mid-2024, our buyers needed a carrot, no doubt.

Another hurdle in the coming year will be the perception among many new car buyers of zero percent financing. A recent Edmonds survey revealed more than 33% of new car shoppers have a target financing rate between 0% and 3%. It was surprising to read that only 4% of all new cars financed last year were at zero percent financing.

There is no doubt this get-together will most likely have more questions than answers, and there are some interesting topics: the status of EV, the status of Honda and Nissan, the relationship between new leadership at Stellantis and current dealers, and maybe the hottest topic of all will be the full-on emergence of AI in the daily processes of the dealerships. It would be an oversight to ignore used car forecasts – the best guess is predicated on a continued shortage of used inventory and prices remaining in the $25,500 to $26,500 range.

I have a friend who is fond of saying, ‘It will be a cold day in hell!” before something unusual or unexpected happens. While the weekend weather forecast for NOLA is temperatures climbing to a balmy 64 degrees by Sunday, I anticipate that it will be a “Snowy Day on Bourbon Street” before we see another NADA with so much on the line. The winds of change are blowing, and just as the Crescent City experienced a record 10 inches of snow, keep an open mind and be ready, this new year is off to a crazy start.

Travel safe, and see you soon.

No question I was excited,on top of my game, and then the spotlight shifted. True story.

Coming off an incredible 2024, returning from the holidays, it would be Strong Automotive’s first employee gathering of the new year, the unveiling of our company’s 2025 theme “One Team”.  After studying what often occurs within many fast-growing, successful companies – they splinter, and build “silos”, creating division between divisions that corrode a company’s cooperative spirit. My One Team message would plot the course for how we could maintain our core DNA.

I had props, including a silver-dollar-sized coin showing the new One Team logo and three key elements on one side, and on the other, the gravity center point of our company:  “Deliver world-class products and services to automotive dealers.” The outcome of accomplishing our mission is what creates a great home for our family here at Strong, but only if we do it better than anyone else in the industry.

Three elements drive our daily efforts: One Goal. One Impression. One Time. Our One Goal is very clear – anticipate and satisfy the needs of each client to achieve the most positive results. The thought behind One Impression is the daily challenge of making a good first impression- no second chances, especially considering the incredible effort needed to repair a bad impression. One Time is a standard of excellence in completing work at the highest performance level the first time.  When asking our team what takes the most time, and what loses the most clients, it was a consensus – mistakes!

And this brings us to the star of the show. The Perfect 10 is an employee benchmark recognizing a decade of service to the company. Our honoree for this occasion was Sheryl Jones, a graphic artist who over her time with the company has handled over 200,000 jobs.  Along with being presented a license plate whose numbers read 1 05 15 for her start date, there was a company gift, and an opportunity to speak to her peers – a moment Sheryl was not comfortable with, but absolutely crushed.

Her opening comment: “I woke up this morning before the alarm went off, which I hate, but then I was thankful because I realized I hadn’t given much thought to this generous acknowledgment today. So, I got up and started thinking about it, and I guess the theme is thankful, it comes down to three main things.” She then reached into her pocket and pulled out her notes, and it was an incredible moment to hear Sheryl’s take on Strong. She thanked our leadership team for creating a dynamic place to work, then added, “It might sound boring, but it’s a stable place, and from someone who’s been laid off, that’s very important and I appreciate that.”

Sheryl was just getting warmed up, “It may sound cliche, but everyone here is really special. For myself, I’ve realized that I’m not looking for the easiest workday out there, and I would bet most all of us here are not looking for that. We are looking for a bit of a challenge and Strong provides that. I’m thankful for the challenge and thankful to everyone here who thrives on challenge.”

And the perfect close to Sheryl’s Perfect 10 speech: “I can’t imagine how different and unbearably difficult my day would be without my team’s willingness to work together and help each other out.” There it is, the heart of One Team: we win together, we lose together, but at the end of the day, the willingness to work together.

The Jones girl stole the show, and I am as good with that as you can get…I love this team!

One year ago today, I stopped drinking. It was a personal decision in my life that stands second only to
accepting Jesus Christ, and the former would not have happened without His power.
Today is both humbling and encouraging in attaining this one-year anniversary. I share this event
because the turning point for me was having friends who were open in discussing their difficulty with
drinking – some still abusing, some already counting the days of sobriety.

My stopping point came after 28 years of drinking. My habit was not abusive, but it was too consistent
for my life, both personally and professionally. Would anyone have told me I had a drinking problem? I
doubt it, so the fact that the decision was made to seek help – it was a miracle. The struggle between
the reality of rehab versus the anxiety of wondering how I would be perceived going forward, was a
battle.

The tipping point [no pun intended] was a comment from former coach Nick Saban, a person I admire for
his career and character. In talking about what it takes to be as successful as you can possibly be, Saban
made the point you must remove from your life those things that take away from success. My first step
was entering 30 days of rehab, admitting “I am an alcoholic,” and one day at a time, focusing on all that plays a positive part in staying sober.

Am I ever tempted to take a drink? The answer is not really, because the truth is I am enjoying how I feel
more than ever. A better husband, a better father, a better son, a better businessman, a better friend –
at least that is how I feel this journey is growing me. I will never forget all who gave me a helping hand,
every step of the way.

If you would like direction for your personal situation, please reach out to a friend, a pastor, a local rehab
center. You are not alone. I will share in your satisfaction, success, and peace when you say the words,
“January 18, 2025 – one year ago today, I stopped drinking.”

It brings a sad heart when remembering someone who played an important role in your life, and for the first time, having to use the word “was.”

William M. Harvill passed away this past Wednesday, after courageously fighting the unwinnable battle against ALS (Amyotrophic lateral sclerosis), also known as Lou Gehrig’s disease.

How devastating is ALS? Over the 2023 Christmas holidays, Billy, and his circle of life-long buddies, celebrated their annual holiday get-together. Everything seemed fine, but in only months the symptoms took away Billy’s freedom of movement, communication, and self-independence. Billy’s wife, Sharon, became his above-and-beyond angel.

Word of the loss spread with the simple message, “Did you hear about Billy?” It did not require a last name. When the realization set in, the memories came rushing forward recalling the faithful friend, business associate, and trusted confidant Billy was. Those who loved Billy and his zest for life found comfort in the moments and laughter shared during summers on the lake, Alabama football games, so many stories that over time will grow even more endearing, as my dad said, “It was all good.”

Billy and Mike Strong were grade-school classmates, were together at Homewood High School, and moved on to UA in Tuscaloosa. Billy would become Mike’s CPA, and the original Mike Strong & Associates grew with his contributions over the years. When Mike retired, it was Billy who took the reins and led the agency to prominence as The Intermark Group.

For me, losing the friend so close to our family that I called him “Uncle Billy” (he always greeted me with a smile and “Hey Johnny Boy”), kindled fond thoughts of his voice, laughter, swag, and above all, the influence his character and wisdom had in shaping my career.

During my college days, I saw Billy at a local barbeque joint where he greeted me, “Hey Johnny Boy, how’s it going?” I told him I couldn’t hack Accounting. His advice, “You can get anyone to do your books, just earn enough money to pay someone.” I told him about a degree in Public Speaking, and he jumped on it, “If you can give a speech in front of the public and do it well, you can do something 98% of people are more afraid of than dying!” Billy set the bar, and more than ever I will strive for 2%.

When deciding how to start my career in advertising, it was a conversation in Billy’s office where he suggested Martin Advertising. He knew David Martin ran a top-notch operation, and even if Strong Automotive seemed an obvious choice, Billy urged me to go find a different direction than some might have predicted. His direction has done me very well

My last visit with Billy was in my office. He came to see me at a time I had ruffled a few feathers, and what he said will stick with me forever: “You have got to start thinking about your legacy, how you want to be remembered. What is your legacy going to be?”

We are told in our life there will only be a special few who earn the distinction of friendship beyond question. My short list lost a good one…RIP Uncle Billy.