Special Coverage
NADA Convention & Exposition
Breaking Everything Down Helps Increase Revenue
How long have you been in business?
Twenty-five years.
Was 2006 a good year for you?
It was an up year for us. We had different challenges, but we were able to surpass the 2005 numbers.
Do you have big expectations for 2007?
We changed a lot of things. We’re looking at growth. We believe that if you have a solid foundation, we can grow in good times and bad times. We are looking to have an increase in 2007 over 2006.
What makes a strong leader?
I think there are a lot of key ingredients, but No.1 is communication. If you communicate well, plan well and execute well, and if you keep everyone’s focus and intensity, you can help become a better leader and help support those people who produce for you.
Was there a single process you implemented last year that was a success for your dealership?
There are a lot of things, but our biggest is fostering a winning and can-do attitude. We try to break down every avenue of revenue building for our dealership. When you break things down to the smallest denominator, it helps you increase overall revenue. We bring awareness so everyone knows what the responsibility is.
What was the last book you read?
The Millionaire’s Mind.
Which magazines do you read?
Ward’s, Executive News, Auto Aid.
What advice would you give your manufacturer?
If I can say one thing, it’s to continue to work and increase the communication and dialogue with their leaders. Never lose focus on the element of emotion.
After Dismal ’06, Looking for ’07 to Be What We’re Used To
How was 2006 for Al Long Ford?
Dismal. Not the year that we are used to. I think there are better years ahead.
Did you try anything new in 2006 that was a huge success?
In one particular area, in service operations, we recently hired someone who was very aggressive and who knows the business well. This man can produce great work and satisfy every customer possible.
How do you feel about ’07?
From all the signs that we have seen at the end of December and the beginning of January, it looks like maybe 2007 should be a good year for many reasons. (The North American International Auto Show in Detroit) always bring out people who look at the products and make decisions.
What’s the secret to good leadership?
I think that I’m a strong leader because of the way we hire and support our staff. We give them opportunities. We don’t like to micro-manage and that has been my philosophy over the past 47 years.
As a result, we are one of the very few dealerships that have had stability in their staff. Most of my staff retires from here.
We always treat them as family. We make sure we give them the things that they need and support their needs. I have an open-door policy. They can walk into my office at any time.
Have you read any good books lately?
AIA Detroit: The American Institute of Architects Guide to Detroit Architecture.
Do you read any magazines?
I start with business magazines, Crain’s Detroit Business, Ward’s, of course, and recently I was featured in Hour Detroit magazine. When I have a chance to do more reading, it’s The Wall Street Journal and TheDetroit News.
We Did OK, But It Was a Tough Year
What are you thoughts about the manufacturers?
They need to pay close attention to the dealer body, the strength of the industry. Dealers are out front in the public. They know exactly what the public’s needs are, and I think auto makers should listen to what we have to talk about. A lot of times they do, but these are changing times and we have to change with the times.
How did you do last year?
It was a little bit of a trying year. I think GM had some good product but got some bad press. The gasoline spike didn’t help. We did okay, but it was just a tough year.
What about 2007?
We haven’t seen much showroom traffic right now, but our fixed operations are doing real well. I’m actually optimistic for 2007. GM’s got a lot of the bad press behind them and a lot of great product coming out.
How important is leadership?
It can totally change the business. It’s the most important thing to making sure you’ve got long-term stability. In our case, we definitely look for strong leaders.
What was the last book you read?
I continue to go through the Bible.
Do you read any magazines?
I do triathlon, so I read monthly triathlon magazines. It’s basically either triathlon or auto related. I’m not much on People magazine or anything like that.
What one thing would you tell GM?
Continue to develop the product and stay on course with what they’re doing to try to cut cost. My one concern, and it’s a little nit picky, is I wish they’d quit changing (vehicle) names. I’m glad they stuck with Malibu with this next-generation Malibu, but it’s hard to market a new name. I wish they hadn’t gotten rid of Buick LeSabre or Park Avenue.
