EP 11:04 The Magic of Data-Driven Strategies: For Dealership Leaders Who Want to Win

What does it take to truly understand every angle of dealership operations? In this episode, LA Williams sits down with Jonathan Schrieber, a proven leader whose journey began in his family-owned dealerships, sharpened through hands-on roles in sales and management, and elevated when he graduated from the prestigious NADA Dealer Academy!

"You can't just move the pieces around and expect things to work in a dealership. You have to have the right mentality and mindset." - Jonathan Schrieber

Jonathan shares how his unexpected path, from teaching and coaching to living the day-to-day grind of the showroom, shaped his passion for the Internet department and ignited his drive to innovate CRM processes, lead management, and operational efficiency. His experiences aren’t secondhand theories; they’re lessons learned from the front lines of dealership life.

"I wanted things to happen faster than they were. Just overall being more patient and understanding the situation." - Jonathan Schrieber

Now at Dealer Synergy, Jonathan brings that same grit and expertise to multiple rooftops across the country. He opens up about the realities of transitioning from in-store leadership to vendor-side accountability, the challenges and wins of outsourced BDCs, and why running a dealership is strikingly similar to coaching a championship sports team. 

"You can't control customers. You can shape them and try to lead them, but at the end of the day, it's their decision to make." - Jonathan Schrieber

If you’re a dealership manager looking for practical, battle-tested strategies to optimize your CRM, hold your team accountable, and lead with confidence, this episode will inspire you to rethink what’s possible in your store.

 

Key Takeaways:

✅ Jonathan Schrieber's transition from education to the automotive industry illustrates the diverse career paths that lead to success in the automotive sector.

✅ Effective use of CRM systems is crucial for dealership operations, with emphasis on automation and complete utilization of CRM capabilities before switching systems.

✅ Understanding the balance between technical skills and people skills is essential for automotive sales success, suggesting roles can be complemented through team support.

✅ Patience and accountability are vital traits for dealership management, with a focus on informed and data-driven decision-making.

✅ Jonathan encourages a mindset shift in managing personal finances, advocating for saving practices among salespeople to ensure financial stability.

 

About Jonathan Schrieber
Jonathan Schrieber is an experienced automotive professional who has transitioned from teaching to the automotive industry, where he worked his way up within dealerships. He has held various roles, such as an Internet Director and General Manager, learning and optimizing every aspect of the dealership operation. Accredited with NADA University, Jonathan brings a structured, analytical approach to his work, enhancing operations with his deep understanding of CRM systems and automotive sales processes. Currently, he is making strides in consulting and training with Dealer Synergy, where he focuses on improving organizational processes and performance.

 

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Navigating the Automotive Industry: Insights from a Dealer Synergy Leader

 

Key Takeaways

• Role Versatility: Understanding multiple dealership roles fosters a well-rounded perspective, crucial for effective leadership.

• CRM Mastery: Technical proficiency in CRM systems enhances efficiency and customizes client management.

• Patience and Timing: Remaining patient and strategic in career growth pays dividends in the long run.

The Multidimensional Journey of Automotive Leadership

The automotive industry is rich with opportunity but demands an intricate balance of passion, tactical understanding, and versatile skills. Jonathan Schrieber's trajectory from teaching to automotive leadership exemplifies this blend. At the core of his journey is a move from academia into automotive sales—a transition informed by his analytical nature. "I have always been more analytical," highlights how this quality underpinned his career progression and success. Schrieber's experience underscores the value of comprehending diverse dealership roles—whether it's selling, managing an internet department, or orchestrating dealership operations. Such an approach not only builds comprehensive industry comprehension but also cultivates strategic foresight crucial for effective dealership leadership.

Exploring new challenges led Schrieber to adopt analytical tools, refining operational efficiencies alongside enhancing customer experience. Through Dealer Synergy, he reflects, "Understanding CRM inside and out," provides the leverage needed to excel in managing extensive client data while ensuring customer satisfaction. For industry professionals, embracing multiple roles and understanding CRM intricacies enhance both leadership capabilities and organizational success.

CRM as a Strategic Tool in the Automotive Arena

Customer Relationship Management (CRM) is indispensable in the automotive industry. Schrieber’s insights into leveraging CRM systems reflect its criticality as a strategic asset. A profound understanding of CRM functionalities allows leaders to tailor client interactions, thus optimizing productivity. "There's no perfect CRM," Schrieber notes, emphasizing the importance of thorough insight into the CRM systems to fully harness their potential.

Success in the automotive field relies on utilizing CRM tools for seamless data management and strategic operation. As Schrieber underscores, using CRM effectively ensures informed decision-making, reinforced by data insights. In this data-driven industry, the focus must remain on understanding intricate CRM details and applying them to foster enhanced dealership operations.

Patience and Strategic Growth: Lessons for the Automotive Professional

In the fast-paced automotive world, patience and strategic planning herald long-term success. Reflecting on his earlier career, Schrieber highlights the importance of pacing one's professional journey: "Just be more patient," he confesses looking back. This mindset is a powerful takeaway for industry professionals eager for swift progression.

Navigating through dealership roles and external challenges, Schrieber emphasizes the incremental benefits of patience woven into career strategies, stating, "Set objectives and pay yourself first." Adopting deliberate career strategies and prioritizing objectives ensure sustained progress amid industry volatility. Embracing a patient, calculated approach fosters lasting, impactful success.

Integrating Insights for Elevating Automotive Success

Jonathan Schrieber’s journey highlights pivotal themes for reflection and application within the automotive sector—role versatility, CRM proficiency, and strategic patience. By mastering these domains, professionals can cultivate robust, adaptable career pathways, enhanced customer relations through CRM, and strategic resilience amidst industry dynamics. These insights crystallize the multidimensional fabric of automotive leadership, driving sustained success amidst evolving challenges.

 

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Resources + Our Proud Sponsors:

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Dealer Synergy: The automotive industry’s #1 Sales Training, Consulting, and Accountability Firm. With over 20 years of proven success, Dealer Synergy has helped dealerships nationwide build high-performing Internet Departments and BDCs from the ground up. Our expertise includes phone scripts, rebuttals, CRM action plans, lead handling strategies, and management processes; all designed to maximize your people, processes, and technology!

Bradley On Demand: The automotive industry’s most powerful Interactive Training, Tracking, Testing, and Certification Platform. With LIVE virtual classes and access to a library of over 9,000 on-demand training modules, Bradley On Demand gives your dealership the tools to dominate every department—Sales, Internet, BDC, CRM, Phone, and Leadership. From sharpening individual skills to elevating entire teams, this platform ensures your people are trained, tested, and certified for maximum success. Equip your dealership to sell more cars, more often, and more profitably with Bradley On Demand!