Liza’s April Month End Highlights Video!

Transcript:

Happy May CMA family you know they say that April showers bring May flowers and while I do believe we had some showers in our dealerships last month some great things happen when we have those showers so let’s talk a little bit about April starting with some highlights from the owners meetings we discussed last month when almost all of you attended the owners meetings we discussed the importance of a focus on relationships a focus on strengthening our team for growth and scale as well as what it means to work the plan and it was so great to see many of you all of your faces in our owners meetings I appreciate the commitment of time and if for some reason you couldn’t be there don’t worry there is a recording of the owner’s meetings we’re going to be sending that out via email as well as posting it on CMA people so if you didn’t have a chance to come to the owner’s meeting please take time to listen or watch the owner’s meeting because it’s important that we all are working from the same message the same information and the same priorities for2023. so one of the other things we discussed in the owner’s meeting was what it means to have an uncommon level of care and that’s for for each other a swell as for our customers and community and when we talked about what it means for each other it meant understanding what our individual responsibility these are understanding what our commitments are the goals that we need to achieve daily weekly monthly so I want to encourage each one of you if you don’t have a plan if you don’t know what a green day looks like for you and your role please spend time today or tomorrow at least this week and making sure that you have a plan with your manager for what a great month of May looks like in your individual role and responsibility our results for the month of April were decent I don’t love the word decent that’s what April was it was a shorter month April’s always a little bit of a shorter month we had a fantastic start to April we came out fast we also had one of the strongest closes to the month of April that we’ve ever had in a month in fact I was sitting in this training this morning and highlighted Mike Romano and the team at Williamsburg board they had the strongest one-day clothes in their service department that we’ve ever had in the history of a one day at CMA so we had a great finish we had a great close but we had a lull in the middle and championship teams don’t have lulls consistent daily discipline is what gets the results that all of us are looking for so during the month of April we had a again a decent new car month we were flat with last year in April but where we really missed the Mark was in used cars and that’s what we’ve been talking about all the time we were actually off about 12 percent in our used car sales versus last year same month that’s looking at our existing stores we didn’t include Lynchburg in that number since they weren’t with us last year same month everyone knows that our owners meetings we talked about one specific thing in our used car departments that could make a big difference and that was how many trades we’re getting in on every new car we sell our goal is to get to 60 and then move up from there we finished at 46 in the month of April 46 of the new cars we sold had a trade-in we’re gonna do better we can do better we are committed to doing better I do want to highlight that there were two dealerships above our goal of 60 CMAs uh Hyundai of Lynchburg and CMA’s CDJR of Martinsburg both hit 70 percent of their new cars had a trade that is going to set them up for a great used car month in the month of May the dealerships who had the largest increase over last April in new and used combined was CMAs CDJR of Lynchburg led by two new managers with Matt and Damian and with Russ helping out from Hyundai of Lynchburg also Valley Honda and Hyundai of Lynchburg had a great increase over previous months as I mentioned our used vehicle sales were off 12 versus last year same month in April we did have four dealerships who hit their used car forecast for the month it was let’s highlight Valley CDJR Toyota Chevy of Martinsburg Hyundai of Winchester and Subaru of Winchester all hit their used car forecast we only had four of 23 dealerships at their forecast guys girls CMA Associates in May let’s make that 23 of 23 stores hitting our used car forecast go ask your manager what uh your goal is in used cars this month if you don’t know it and let’s all make sure we achieve it our service department squeaked by their forecast during the month of April with a huge close as I mentioned from CMAs Williamsburg Ford the service departments with the largest increase over forecast last month were Subaru of Winchester Hyundai of Lynchburg Colonial Subaru and Honda of Winchester great job being accountable to your forecast at those dealerships focusing daily on hitting your departmental goals speaking of goals spring pride is about to kickoff this Friday May 5th starting first at Williamsburg Ford let’s all make sure that we come together and have our dealerships shine have them looking their best let’s get rid of clutter let’s make sure that our kitchens are sparkling and that our service lounges are showing an uncommon level of care for our customers one other level that we’ll be focusing on in Spring Pride this year is how we’re doing in the area of sustainability there is a green checklist our judges will be looking around for those recycling bins making sure there are no plastic water bottles that we’ve got timers on our lights and all of those things that we’ve committed to do as a company to make a difference in helping to give back towards our environment other highlights for April the big ones the personal ones the wins huge shout out to the team at Colonial Kia you know sales Effectiveness is one of the keys in our future growth and they hit 200 percent sales Effectiveness for new cars and Mustafa and F and I hit a personal best in FNI the stopper you’re really hitting your stride we expect you now to always be over 2 000PDRColonial Hyundai the team there has been really focusing on customer satisfaction in both sales and service but where we’re seeing the Improvement is in the sales team while they’re working out of a trailer their CSI scores are going nicely up they still have room to go but do not give up guys you’re doing a great job we also hit 100 of our new car number from Hyundai in Richmond from Colonial Hyundai and congratulations to Savannah Hayes for your promotion as the BDC manager for Colonial Hyundai CDJR Lynchburg we’ve seen a great transformation of what that store is capable of on the sales side you all finished number two in your district and I want to highlight Holcomb for selling 17 Vehicles last month that is his best job since they’ve been a part of CMA next door at Hyundai of Lynchburg Pete Hudson great shout out to you you set anew personal best in FNI and we’re up400 per car versus where you’ve been finishing earlier this year the CSI at Hyundai of Lynchburg also is huge we were in last place in both Sales and Service CSI in December and finish the month of April in first place in the district in both Sales and Service CSI that is effort that is showing results Valley Nissan we sold a bunch of new Nissans last month the most we’ve sold in a couple years with 40. we had the inventory and most importantly you all knew what to do to turn it Valley Nissan had the highest turn rate in the district by far great job to the team across the street at Valley Volkswagen I just want to give a virtual high five to the service department they were up 30percent over last year same month and in Charlottesville and knew something that we want to highlight at Colonial Auto Center we had every single technician above the goal for hitting their percentage of electronic multi-point inspections it’s really important that it’s not just one group of texts getting above the goal but every single one on the team we also had a perfect 100 CSI score in our sales department at Colonial Auto Center next door Colonial Nissan another great result for their service department and one specific metric where they did wonderful was the effect of labor rate was the highest it’s been in April and had a solid increase over their forecast in overall service FNI at Colonial Nissan led by Scott Draper I want to highlight that they finished with 44 on Environmental Protection really showing the value to our customers of why that’s a benefit on their new vehicle and shout out to Clinton and to Shaw on the sales floor for Leading The Way with Epp and making sure that their customers get a great presentation every time over at Super Winchester they are always focusing on having perfect NPS or as we know at CSI scores we had a whole team of Associates at their store that got 100 perfect CSI let’s make sure that we thank Brandon and Duncan and Bart and Austin Matt Glenn and Jolene all for having perfect CSI scores and in service you know we can show a lot of love for our customers but if we don’t fix their car right the first time it doesn’t always matter so our technicians shout out to Dustin and Daniel Scott Freddie Ramsey Pierce and even our newest technician Sage for all having 100 fixed right the first time a great show of uncommon care Volvo of Charlottesville always has a fantastic fixed right the first time but recently their team has been covered up in oil consumption issues and sometimes we let big warranty work take over and it does impact our ability to take care of our regular customers I want to congratulate the team at Balbo for finding a quick process to put in place so that we can handle the oil consumption issues while also taking care of all of our regular customers over at Valley Honda they had a few April records and parts and service but we’re going to push you guys we want to see all time records not just a record for the month of April so may is going to be the month we uh we are confident that you’ve got it I do want to shoutout Greg Corville over at Valley Honda though for moving five lives forward and selling five cars on the last day of the month to hit his personal goal of 15. 30of your car sales on the last day Greg great job now let’s do One A Day in the month of May so you don’t have to put that pressure on yourself Valley Subaru also finished with 100sales CSI for the month and I loved hearing the story about how two of our technicians John Shafer and Thomas Painter came in on their day off to make sure we got two more used cars up to the front line for the sales team to best serve our customers with having those extra used cars to sell at the end of the month that’s understanding how you all make a difference over at Valley CDJR shout out to Zach Hackett personal best selling over a hundred thousand in labor sales and having your best month ever and it impacted the team the technicians and the customers Ben shared on the sales department though that they’ve had a different perspective now they are starting to work their deals backwards starting with what kind of trade does this customer have and then figuring out how to put together the new card deal that’s going to make a difference and we look forward to seeing your numbers in May Ben and the sales team at Valley CDJR we talked about a better onboarding process during our owners meetings and I want to highlight Honda of Winchester they had a brand new associate start with them Thomas Shea. Thomas was training for the first 18 days of the month maybe not even that long two weeks they put together a training plan poured into him and on April 18th he went officially on the sales floor and sold 10 cars in the last 12 days of the month now that is a rookie of the month Thomas fantastic job we’re really excited that you’re a part of our team and the service team at Honda of Winchester also had a record with their best hours per Ro of the year Colonial Subaru FNI Department led by Shayna Rose fantastic month great results but I do want to highlight Aziz and Belinda who are on the sales floor because the FNI Department can’t do it alone it takes our sales associates making sure that we are educating our customers doing the right introduction to finance and both Aziz and Belinda led the way with the highest percentage of service contracts Gap and EPP Honda of Lynchburg also had a perfect CSI score in the sales department for April a solid increase in new car volume and I want to shout out for the last sales numbers to discuss it is our Fleet and Commercial team led by Chris Parandian teamed together with Kelsey Morgan and Jack Buzzell this team sometimes flies under the radar they don’t always get the appreciation and recognition that they deserve for all of the impact that they make across CMA the last month Jack had his best month ever Kelsey is only in her I think second month on the team really helping to improve the organization and the accuracy of our paperwork so we can not only sell the cars but get them invoiced get them titled and get them booked as deals for the month Chris P continues to lead with creativity and Innovation bringing together additional new contracts and sales opportunities and one great example of that is a new one with the Hampton Roads Transit so everybody thank our Fleet and Commercial team for all that they do stories Jenny and Valerie and Catherine and a team down at CMA’s Richmond dealerships they have rehabbed the new CMA owners Pavilion if you guys are down in the Richmond stores spend time there go grab your lunch there if you need a quick break to breathe or a place to think about how to handle a difficult customer that is the place to do it a tour Chevy store they kicked off their sponsorship of these Chesterfield Little League they presented them with some new equipment and a donation they also had their first classic car cruise at the Chevy store with 35 participants I can’t wait to see some pictures and and action from that event and Valley Subaru and Colonial Subaru let me tell you about the impact they made this month together they donated over 53 thousand dollars to an organization called giving words Virginia led by Eddie and Jenny Brown and it is an organization that at its heart does exactly the type of work that we want to support at CMA giving words Virginia supports single moms a lot of them who’ve come through addiction who need safe and reliable transportation so they can get to work and support their families what they do is they have cars that are donated to the organization they partner with local technical schools they let these students work on these vehicles so they’re safe and reliable and then they donate them to the single moms once the single moms are driving these vehicles if they have any repair needs they bring them to a CMA dealership where we donate time and parts to keep these moms able to get to work every day the 53,000 donation that we’ve made from our two Subaru stores are going to help this organization expand to Richmond and to Stanton so that more moms can be served and we can help move their lives forward our top sales associates of the month we have a a name that we have seen often at the top of this list but not I think in the last few months or this year Wendy Sparks is the number one sales associate at CMA for the month of April with 32 lives moved forward from Colonial Honda Jeremy Jenkins right behind her with 31 at Toyota Chevy Martinsburg Eric Kibler and Tim Hansbrough both at Valley CDJR finished with 25 and tied with Zach Simmons from Valley Honda with 24 we had Rod Booths from Colonial Kia and Ricky Hamlet from Honda of Lynchburg we had varied fields from Honda of Winchester with 22 tied with Nick Harbo and Travis Cromwell from Toyota Chevy Martinsburg and then we’ve got a whole group at 21 cars sold for the month Jeremy Shiflett from Honda of Winchester David Boone and Matt Peters from Toyota Chevy Martinsburg Corey Garner and Ryan Johns from Valley CDJR and Christian Ayala Christian I’m so sorry that I said your last name wrong 21 from Valley Nissan we’ve got tied at 20 Sean Tyner from Colonial Honda Brian McCafferty from Colonial Hyundai and Jerry Robinson from Valley Honda our Myers buyers results are now being shared every month and pretty quick after the end of the month they’re coming to you via email they’re also being posted in CMA people so if you’re a service advisor a sales associate an FNI manager your results are in those groups on CMA people so make sure you’re a part of the service advisor finance manager or sales associate group technicians you also have a group and your Myers fires overview will be posted this week so you know exactly what it takes to become a Myers flyer as a technician now we can’t do monthly updates as easily for technicians so we will try to give you some updates throughout the year but we want to make sure you at least know what it takes to be recognized at the end of 2023.I’ve been spending the day today in our leadership training here in Charlottesville I continue to be impressed by the team here at CMA across the board the level of care that you all show for each other for your customers for your for your communities is unparalleled we are set up to have a great month of May consistent daily discipline know your personal goals know your team’s goals make sure that you have personal accountability and accountability to others and may will be a phenomenal month you all deserve it your customers deserve it and I’m confident in our abilities so let’s do it together thanks CMA