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The Art and Science of Running a Car Dealership (Perfect Dealership) Paperback – October 9, 2019

4.4 4.4 out of 5 stars 92 ratings

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This book is the pocket guide I wish I had when I first became a general manager of a Mitsubishi dealership in New York. Honestly, I am not the brightest star in the sky and made every mistake anyone could’ve possibly made. Unfortunately, I see dealer principals/general managers/general sales managers making the same mistakes today. The only difference is the time and consequences of these mistakes. I got my first GM gig in 2004. That was in the beginning days of the Internet, before millennials joined the workforce, and way before any viable disrupters entered the market space. It was a lot easier to get away with mistakes then. I don’t think you could get away with making the same mistakes now. The stakes are too high. Automotive retail profit margins are tiny. According to the National Automobile Dealers Association (NADA), automotive net profit margin as of March 31, 2019 was merely 1.38 percent. As a result, every misstep makes it harder to stay in business.The car business desperately needs better leadership skills, understanding of social media, inventory management, fixed operations, and so much more. There is no educational barrier to the entry into car business, and there are only a handful of universities offering a major in car dealership general management, such as Liberty and Keiser. On top of that, only a tiny percentage of dealer principals and general managers attend the National Automobile Dealer Association University. That means that a vast majority of general managers receive training on the job, even if we took business-related classes in college. The auto business is a different animal. General information will only carry you so far. That is exactly why general managers make the same mistakes year after year. My goal is to break this vicious cycle and provide as much information as possible to ensure that automotive retail survives the disruptions we are witnessing today. We need to be ready for the next generation of car buyers, people who are more computer savvy and not afraid to search for better deals. According to surveys, 80 percent of millennials plan to buy a vehicle in the next five years. In fact, millennials worldwide will buy about 40 percent of all vehicles in the next decade. At the same time, they spend an average of 17 hours on line before going to a dealership.Are you ready for them?
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Product details

  • Publisher ‏ : ‎ Independently published (October 9, 2019)
  • Language ‏ : ‎ English
  • Paperback ‏ : ‎ 128 pages
  • ISBN-10 ‏ : ‎ 1691591327
  • ISBN-13 ‏ : ‎ 978-1691591329
  • Item Weight ‏ : ‎ 6.4 ounces
  • Dimensions ‏ : ‎ 6 x 0.29 x 9 inches
  • Customer Reviews:
    4.4 4.4 out of 5 stars 92 ratings

About the author

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Max Zanan
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Max Zanan is a seasoned automotive industry expert with nearly 20 years of experience in sales, F&I and dealership consulting. After graduating John Jay College of Criminal Justice, Zanan went on to get his Master’s Degree before starting his career in automotive retail as a salesman at a local, New York City Volkswagen dealership. After working his way up the ranks, Zanan then became the General Manager of a New York City Mitsubishi dealership, which subsequently placed #1 in sales for Mitsubishis in the United States. Following his stint at Mitsubishi, Zanan went on to become the Platform President at Elite Auto Group, where he oversaw three dealerships, with 150 total personnel.

Zanan then transitioned from automotive retail into F&I Products and Training, when he accepted the position of Executive Director with Vehicle Manufacturer’s Services. As Executive Director, he managed the company’s two largest accounts; Atlantic Auto Group and Plaza Automall. Zanan started IDDS Group and later Total Dealer Compliance to enhance sales and promote best practices with automotive dealers across the United States. As Founder and CEO of IDDS Group and Total Dealer Compliance, Zanan utilizes all of the skills he has picked up over the years in order to cohesively mentor dealerships on how to increase revenue and profitability, and eliminate non-compliant practices in all departments.

Customer reviews

4.4 out of 5 stars
92 global ratings

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Customers say

Customers find the book informative and insightful, providing useful information on dealership fundamentals. They describe it as an excellent read for new or seasoned General Managers and anyone with a management role at any dealership. Readers praise the writing quality as well-written and concise, providing the necessary details.

AI-generated from the text of customer reviews

10 customers mention "Information quality"10 positive0 negative

Customers find the book informative and insightful. They say it covers the fundamentals well, introduces concepts clearly, and provides practical methods that dealerships can understand. The book is user-friendly and helps improve operations.

"...They're professionally written and extremely informative...." Read more

"...Max Zanan does a great job of introducing these concepts and making sure that if you’re moving into management or ownership, you have a good picture..." Read more

"I really found this read very interesting. His insight and knowledge of running a car dealership is precise...." Read more

"...This is short read with very valuable insights in how to run a dealership properly...." Read more

9 customers mention "Readability"9 positive0 negative

Customers find the book easy to read and educational. They say it's a must-read for new or seasoned general managers and anyone in a management role at any dealership. The content is timely and insightful, making it an excellent read for dealership leaders.

"...A must read." Read more

"A must read for new or seasoned GMs and anyone with a management role at any dealership...." Read more

"Excellent book to read if you really want to make some changes in your dealership. Since reading this book, our profits have been up 30%...." Read more

"Max Zanan has a very firm grasp of the dealer world. This book is all substance...." Read more

4 customers mention "Writing quality"4 positive0 negative

Customers appreciate the book's writing quality. They find it well-written and concise, yet it contains all the necessary details for dealerships.

"I love buying books from this author. They're professionally written and extremely informative...." Read more

"...It is a no brainer to purchase this book! His book is concise yet contains the details every dealership should incorporate into their organizational..." Read more

"Max, you did it again ! Well written, excellent layout, such a great read , looking forward to using a lot of your points. Thanks for sharing!" Read more

"Impressive writing that created a great reading. Big success! Totally agree with every word of forward article." Read more

Top reviews from the United States

  • Reviewed in the United States on June 19, 2023
    I love buying books from this author. They're professionally written and extremely informative. I can write 1000 words, instead I highly recommend that you purchase all of the authors books. Well worth the price.
  • Reviewed in the United States on February 18, 2020
    I work with dealers on a regular basis, and the business is tough! There are low margins, little room for error, distrust and process failures that can kill a business. Max Zanan does a great job of introducing these concepts and making sure that if you’re moving into management or ownership, you have a good picture of the landscape and challenges you’ll face. A must read.
  • Reviewed in the United States on December 16, 2019
    I really found this read very interesting. His insight and knowledge of running a car dealership is precise. With hard work, any dealer principle could use this material to better one's store. I found all the recommendations as far as vendors very cool. We all want to increase profit, volume, CSI and ratings and this book has the knowledge of how to get your dealership to the next level. Max is truly a professional and is sincerely paying it forward to the next dealer principle. Thanks Max!
  • Reviewed in the United States on January 6, 2020
    Max Zanan’s latest book is a home run! This book is the perfect pocket guide to running a successful dealership. Each page contains the answers to every dealership’s faults, concerns, and prospects. It is a no brainer to purchase this book! His book is concise yet contains the details every dealership should incorporate into their organizational structure. Zanan has many years of experience in the automotive business and it is clearly evident from cover to cover. He offers fresh ideas to incorporate into running a successful dealership, since there is competition with the internet and other platforms. In order for the automotive business to thrive, dealerships need to learn from the first-hand insight Zanan shares. This book is the key to solving your automotive mistakes and correcting them for the better. Zanan is a visionary and foresees the future. He truly is accurate in stating, “...selling cars is both an art and a science.”
  • Reviewed in the United States on October 30, 2019
    A must read for new or seasoned GMs and anyone with a management role at any dealership. This is short read with very valuable insights in how to run a dealership properly. Max has it right, it is an Art and a Science in order to successfully run a car dealership.
  • Reviewed in the United States on October 22, 2019
    This book is definitely a useful tool not only for beginning within the automotive industry but also to remind those who are active in the automotive industry as to what to be careful of, and how best to quickly increase revenue while decreasing liability at the dealership.
  • Reviewed in the United States on October 25, 2020
    Sorry Mr. Zanan, this is not a book one can get lost following a story, nope this is a checklist, and a pretty short one at that, sorry to say.....a big deception!
  • Reviewed in the United States on October 25, 2019
    I'd like to say, I've started Max's new book and I already have several insights I'm taking away to improve my own conversations inside the dealerships I work with! Thanks Max!
    For those of you who are working with dealers or if you're a DP or GM and you haven't done anything new in a few years, ORDER THIS BOOK NOW!
    Guaranteed, it will be the best ROI of your year!!
    One person found this helpful
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Top reviews from other countries

  • MARIEVE DALLAIRE
    5.0 out of 5 stars Very useful
    Reviewed in Canada on January 2, 2020
    Very useful. My husband is in lov