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.

As we move into 2025, many developments loom on the horizon. Items below are only a few, but the result could be the same:  If They Get It Right, Everything Changes!

STREAMING UP STREAM…NETFLIX & NFL

There were over 60 million viewers streaming Netflix’s November 15 broadcast of the Mike Tyson-Jake Paul boxing ‘event’ – can’t really call that a match –  and for most it was a fiasco of video streaming quality, pixelation, and crashes throughout the event.

The big question going forward was how would the NFL Christmas Day double-header fare on Netflix?  After all, Super Bowl tier talents Mariah Carey and Beyonce were going to be performing for half-time.

On December 25th, an estimated 65 million viewers tuned in for the  Kansas City and Pittsburgh game, followed by Baltimore at Houston – setting records as the most-streamed NFL games in U.S. history.  Netflix paid an estimated $150 million for the two games, and the deal will have at least one holiday game each of the next two seasons.

Anxious to see how everything changes in the future for streaming live big events, because no question, Netflix got it right!

NVIDIA SHINES BRIGHT AT CES

Going on right now in Las Vegas is the CES – Consumer Electronics Show. Recognized as the world’s most powerful tech event, leading tech visionaries showcase their latest innovations and breakthroughs in consumer technology

As reported by APnews.com, tech superstar and chip-giant Nvidia CEO Jensen Huang in speaking before a packed crowd, revealed “a series of new AI models – dubbed Cosmos – that can generate cost-efficient photo-realistic video that can then be used to train robots and other automated services.”

The automotive side to this?  Nvidia has partnered with Toyota, who will build its next-generation vehicles on NVIDIA DRIVE AGX Orin and NVIDIA DriveOS operating system.  Huang added, “You’re going to see the pace of AV development increasing tremendously over the next several years.”

Seems like all the right players are getting lined up and ready to change everything.

NADA@NOLA

Looking forward to the annual get-together in New Orleans with a renewed sense of excitement.  It will be interesting, from seeing what’s new [from all of the big AI players], to gaining insight from Roger Penske as the keynote speaker at the Automotive News Best Practices event on January 23, to hearing your takes on many of the hot topics in our industry – Honda/Nissan, Stellantis new leadership, the course of the country under President Trump’s team, to list only a few.

I hope you share my enthusiasm for this new year.  When we work together to get things right, everything changes…for the better.

No two dealerships are alike, but for clients we handle across the country,  the attitude and processes that lead to success are compatible. This is a comparative analysis of two very diverse dealerships.

To keep this anonymous, Dealership A is a dual point, family-owned operation in a town of a little over 18,000;  Dealership B is corporate-owned import store with a metro over 1.5 million, and as diverse a population make-up as you could imagine. Both stores are successful, aggressive marketers, and that attitude is reflected with their outlooks for the year-end, and heading into 2025.

Riding on the push from robust Black Friday sales, both dealerships are currently enjoying a good December. With enhanced year-end incentives, Dealership A added budget to push trucks in a retail TV message, a move easily accomplished. Dealership B is adding a drop-down to their website under new cars in navigation promoting after-sale vendors and accessory specials, a good digital move with increased online shopping.

Moving into 2025, their mindset is a mix of Back-To-Basics and Full-Speed Ahead. Dealership A feels they are most effective by focusing on “a little bit of everywhere…no secret sauce, just a good mix.”  The 2025 goal of this store, as with many dealerships, is getting back to where they were pre-2024. How? By staying top of mind as the market picks up, and in a smaller market, is a very achievable, necessary goal.

The larger metro dealership will continue with its aggressive, consistent, direct mail program. As the GM said, “I witness people coming in with the mailers in hand, our strategy now needs to focus on expanding  the ethnic mix.”  That said, Dealership B is evaluating all avenues of Hispanic spend, “We need to measure the effective balance for ad dollars being spent – too little, or too much.”

The most-talked about tool for 2025 will be introducing AI into the industry’s culture and processes.  Dealership B is interested in the AI products now available, but holding off until later in the 1^st Quarter to see how corporate views implementing AI. Although much smaller in size and employee numbers, Dealership A is measuring the potential benefits AI brings, because no doubt, it’s coming.

Both dealerships are concerned about inventory levels, particularly for popular models that have not reached pre-pandemic levels.  For the truck market, each store is looking at a significant branding effort to be top-of-mind as Truck Headquarters.  On the question of EV, they share the feeling EV will not be a big deal in 2025, and will focus on gas vehicles

Reviewing the above comments from each client’s Meeting Reports, the desire is mutual to ‘Look Back’ to the normal days (if that is how pre-COVID can be defined).  But with only weeks until the New Year arrives, enthusiasm for a big 2025 is growing.  It is exciting to read how these two diverse dealerships are working to Plan Ahead, closing out strong, and preparing for the best yet to come.

Because big or small, success always fits perfectly!

It will be 10 years ago this January that I invited our team members in a Welcome to 2015 letter to make a “Great Impression!”  Not only was the letter on each employee’s desk when they arrived back after the holidays but also balloons and flowers to support my mission.

The letter opened with a question:  Want to be impressive? Make a Great Impression.  It went on to say:  It’s as important to make a Great Impression on a fellow employee as it is to make a Great Impression on a client or vendor.  At the end of the day, if you are the person who makes a Great Impression, you feel great!  Ask yourself in the morning, “What kind of impression am I going to make on everyone I meet, talk to, and deal with, everyone who walks by me?”

There was a challenge to each employee as well for that first month in 2015:  I would like everyone to take 5 minutes each morning to speak with someone in the office you normally would not have contact with.  How?  Start with saying “Hello!”  That interaction became the foundation for one of our current Core Values: Create a Positive Environment – take action in every situation to have a positive attitude.

Fast forward to this past Monday and our monthly kickoff get-together with all the employees.  One of the highlights of this time is called ‘Shout Outs’ where an employee can single out a co-worker for outstanding work, or just being a good person.  One of our newest team members, Helen Abele, had her name called three times with a Shout Out.  While she was not there to receive the recognition, for a newbie, it was impressive.

Later that same day, we received word that Helen had passed away in her sleep at the age of 24.

On her ‘Welcome New Employee’ profile, Helen had written how much she enjoyed Christmas with her family and playing Dirty Santa.  Her biggest fear was ‘paper cuts’ and for a young lady who had earlier undergone heart surgery, it says a lot about her personality – one department head described her as ‘a rising star just filled with electricity.’  Even more overwhelming was hearing her parents say how much Helen enjoyed being with us.

I share this as we enter the holidays to remind all of us how important it is to realize there are few certainties in life. In times like this, we are told to hug our loved ones, and I assure you my family is going to be hugged…and a few close friends…hope you do the same.

In your comings and goings – and it’s not a challenge – this is your invitation to feel great…Say Hello!

For the Holidays…For Helen.

The University of Alabama Crimson Tide and the Auburn University Tigers face off Saturday in Tuscaloosa before a crowd of 105,000  for what is now called The Iron Bowl.  It can be a contentious time for fans of this rivalry, it always has been.

The first game between the two state schools was played at Lakeview Park in Birmingham, Alabama, on February 22, 1893. Auburn won 32–22, before an estimated crowd of 5,000. Right out of the gate, there was disagreement:  Alabama counted the game as the final matchup of the 1892 season while Auburn recorded it as the first matchup of 1893. One article I read had a comment, obviously from a Bama fan:  “I was actually there, Auburn cheated!” This year, with the Tide dropping 3 games and Auburn a few more than that, the winner owns bragging rights.

That’s the prologue for our topic of Head Coach TV G.O.A.T. Getting down to business, this Saturday will mark the first time since 2007 that Nick Saban won’t be on the sidelines coaching in the Iron Bowl. Even though Coach Saban was 11-8 against Auburn in his career, his presence will be missed—to a degree, at least.

Has any coach, at any level, been as visible as Nick Saban in the first year of retirement?  From ESPN Game Day to his commercials for Home Depot, to fishing with Coach Prime and the Aflac duck.  But he saved his best work for the Vrbo national campaign.  Call it type-casting, but his delivery of the copy was superstar.

With all the accolades Coach Saban is receiving, and as one of his biggest fans – our agency had the opportunity to work with him on commercials for the Birmingham Mercedes-Benz launch – I have one more entry for you to consider as the Head Coach TV G.O.A.T.

Paul ‘Bear’ Bryant was a legend as Head Coach at Alabama from 1958-1982.  He was known for his trademark houndstooth hat, deep gravely voice, and dominating stature.  Sunday afternoons in Alabama were planned around watching his replay show on TV.  His commercials for the show’s sponsors were on the simple side for production values.

But one time, for South Central Bell, Coach Bryant did a Mother’s Day commercial that still stands as a classic: an unforgettable closing line, and one continuous shot from beginning to end.

I hope you take the time to view my two nominees for Head Coach TV G.O.A.T.  Let me know what you think, and if you have any other favorites for this honor.

Wrap up the 2024 Thanksgiving week, enjoy the game, and if there is some special person you’re thankful for, give them a call, you will be glad you did.

The arrival of Thanksgiving comes at the perfect time this year.

For me, Thanksgiving is the one holiday that is meant to bring families together, no matter how diverse, or how difficult being sociable may be. Coming out of an over-emotionally charged election and hearing psychiatrists tell people if they choose not to spend time with relatives who voted differently than them, it’s OK. If that is the case, we need a look back to when and why Thanksgiving became a national holiday.

President Abraham Lincoln issued the official national declaration in 1863 to help heal a country suffering from a Civil War.  And the invitation to celebrate included ‘those who are at sea and those who are sojourning in foreign lands.’  At that point in history, those words accounted for just about everyone, and in every situation, then and now.

How important is celebrating Thanksgiving with all the trimmings?  Ask war veterans who ate their turkey and cranberries in a foxhole – and were thankful.  Ask homeless people who can come in and enjoy all the trimmings because of generous support to charities and foundations who every year serve the less fortunate.

Ask me, and just like you, the happy memories of a day spent with family – the entire family – fall into the category of more than special. Good food, football in the yard, a walk in the woods, great stories from great-grandparents…and more good food.

The proper  manner of celebrating this holiday is noted by author Chuck Swindoll who said, “It’s called Thanksgiving, remember, not Thankskeeping.”  So, I am going to offer this advice:  keeping those personal emotions under control and giving yourself priceless memories is the right choice.  It is OK to not talk about politics, and those in Alabama probably should avoid discussing the Iron Bowl [which splits families with both Auburn and Alabama football ties more than any election.]

As an American, as a business owner, as a husband, father, brother, and son, the blessings abound, and for that, I thank God. I hope each and every one of you enjoy the holiday with family and friends. It is more than the Thanksgiving meal; it is that Thanksgiving feeling.