Most of us in “bodyshopdom” have had little or no management training. Almost none of us have received training on negotiation principles and techniques. We are at a distinct disadvantage because virtually every insurance adjustor has received specific negotiation training.

Highlight your dealership’s support of safety and training on an international level this summer, by participating as an event sponsor of the 2008 I-CAR International Annual Meeting in Scottsdale, Arizona, on July 24-26.

These insightful and provocative words were provided to me by a great friend, a great dealer, and a long-time client in my hometown in upstate New York. We were discussing his dealership’s ever increasing personnel costs, which are taking a larger percentage of gross profit bite than ever in the history of this successful and long-time auto dealership.