Used Car and BHPH Dealers
Stronger leadership powers every profit center in a dealership. Our dealer leadership development training is built for used car, independent, and buy here pay here operators who want consistent performance, improved culture, and measurable results. From front line management to the executive team, we convert day to day challenges into repeatable leadership habits that drive sales, collections, compliance, and service outcomes. Whether you run a single rooftop or multiple locations, our curriculum blends proven frameworks with real world dealership scenarios so leaders coach better, decide faster, and execute with clarity. Explore role specific workshops, cross functional playbooks, and accountability systems tailored to BHPH and independent retail. Start building leaders who elevate teams, protect portfolios, and scale smarter. Browse our related programs in used car dealer leadership, BHPH operations, and subprime performance to design a development path that fits your goals and market realities.
Learn more throughout this page and connect the dots with supporting education across operations, compliance, collections, underwriting, marketing, and service.
Use this page to register members of your dealership ASAP!
ONLY $299 For Each Addt'l Dealership Attendee
CAESARS ROOMS DISCOUNTED TO $189 a night
(Plus Resort Fee)
Great dealers thrive on great leaders. This training equips GMs, sales and collections managers, underwriting leaders, and service directors with tools to align goals, coach behaviors, improve decisions, and manage change. Pair leadership development with specialized learning such as buy here pay here leadership training, used car dealer leadership training, and dealer professional development training to reinforce skills with department specific best practices and metrics that matter.
Why Dealer Leadership Development Training Matters Now
Margins tighten, inventory costs shift, credit risk fluctuates, and consumer expectations rise. In this environment, leadership is the highest leverage investment a dealership can make. Managers who set clear standards, coach consistently, and act on data outperform competitors in sales velocity, payment performance, and customer retention. Our dealer leadership development training modernizes how your leaders set priorities, run meetings, coach talent, and manage cross department dependencies so your strategy gets executed on time and on budget.
Who This Program Serves
This curriculum is built for independent used car and buy here pay here operators, including owners, GMs, sales managers, collections leaders, underwriting managers, service directors, office and accounting leaders, and next generation successors preparing to lead multi store operations.
- Owners and GMs seeking scalable leadership systems for single or multi location growth
- Sales and F&I leaders who need reliable, compliant, and repeatable processes
- Collections and portfolio managers focused on payment performance and recovery
- Underwriting, compliance, and accounting leaders aligning risk with profitability
- Service and reconditioning leaders improving cycle time and customer satisfaction
Core Outcomes You Can Expect
- Clear role expectations with scorecards tied to store level KPIs and portfolio health
- Stronger coaching cadence, daily huddles, and performance one to ones that change behavior
- Cross department alignment between sales, collections, underwriting, and service
- Decisions driven by data and leading indicators, not just lagging reports
- Improved culture, retention, and bench strength for succession and expansion
What Is Inside the Training
Our framework blends leadership science with dealership specific execution. Leaders learn repeatable systems that translate immediately to the lot, the desk, the call center, and the service lane.
- Goal Setting and Cascading Priorities: Annual objectives, quarterly rocks, weekly commitments, and daily actions connected to profit drivers and risk controls
- Coaching That Sticks: Field tested huddle agendas, side by side coaching, call calibrations, role plays, and behavior scorecards for sales and collections teams
- Decision Making with Data: Dashboards for inventory turn, deal structure, portfolio risk tiers, promise to pay adherence, and service cycle time
- Accountability and Meeting Rhythm: Weekly leadership meetings, red or green score reviews, and issue solving tracks that prevent fire drills
- Change Management in the Store: Practical playbooks for rolling out new policies, compliance updates, technology, compensation plans, and staffing models
Customize the Program by Role
Each dealership is unique, but role clarity is universal. We tailor scenarios, metrics, and coaching tools to each leadership seat so your training translates to daily execution.
- Owners and GMs: Portfolio risk to capital alignment, market coverage strategy, multi store scorecards, and meeting cadence. Explore dealer growth strategy education at dealer-growth-strategy-training.
- Sales Leaders: Traffic conversion, desk discipline, and payment first deal structuring. See subprime sales process training at subprime-sales-process-training and used car dealer sales process training at used-car-dealer-sales-process-training.
- Collections Leaders: Promise to pay integrity, loss mitigation, repo decisions, and reinstatement strategy. Visit buy here pay here collections training at buy-here-pay-here-collections-training and collections best practices at buy-here-pay-here-collections-best-practices.
- Underwriting and Risk: Policy adherence, tiering consistency, stips, and verification flow. See underwriting education at buy-here-pay-here-underwriting-education and credit policy education at buy-here-pay-here-credit-policy-education.
- Service Leaders: Recon standards, warranty cost control, and customer experience. Explore service operations training at used-car-dealer-service-operations-training and BHPH service operations at buy-here-pay-here-service-operations-training.
Integrate Leadership with Functional Training
Leadership development sticks when it is reinforced by process level training. Pair this program with department specific education to translate strategy into measurable behaviors and results. Consider building your pathway using resources like buy-here-pay-here-leadership-training, used-car-dealer-leadership-training, and dealer-professional-development-training. Keep your team current with industry insights on blog and in person learning at education-and-events and dealer-workshops-and-training.
Key Metrics Your Leaders Will Own
- Sales: Show to close, first pencil acceptance, front and back gross, inventory turn, pricing integrity. See pricing strategy training at used-car-dealer-pricing-strategy-education.
- Collections: Promise kept rate, days past due distribution, roll rates, extension policy adherence, charge off timing. Explore payment performance education at buy-here-pay-here-payment-performance-education.
- Underwriting: Stip cycle time, decision consistency by tier, portfolio vintage performance, early payment default.
- Service: Recon cycle time, warranty expense per vehicle, CSI, comeback rate.
- Compliance: Policy attestations, training completion, audit readiness. See regulatory guidance at used-car-dealer-regulatory-compliance-training and BHPH compliance education at buy-here-pay-here-compliance-education.
Delivery Options
Choose the format that meets your timeline and objectives. Combine options for a blended plan that accelerates adoption and accountability.
- Onsite Workshops: Hands on coaching with your data, people, and processes
- Virtual Cohorts: Live, small group sessions with practical assignments and scorecards
- Leadership Sprints: Four to six week programs targeting one metric at a time
- Executive Coaching: One to one support for owners and GMs
Sample 90 Day Roadmap
Dealers often start with a 90 day sprint to prove traction. Below is a typical sequence that blends leadership routines with functional outcomes. Adjust to your market, portfolio, and staffing model.
- Weeks 1 to 2: Baseline KPIs, define scorecards, set quarterly priorities, schedule huddles and one to ones
- Weeks 3 to 4: Launch coaching cadence for sales and collections, implement daily dashboards, calibrate underwriting tiers
- Weeks 5 to 8: Address two cross functional constraints inventory flow and promise integrity, refine meeting rhythm, reinforce compliance checkpoints
- Weeks 9 to 12: Review results, reset rocks, and lock SOPs into training and onboarding
Related Programs and Resources
Extend leadership development with practical, department specific training and regional offerings. Explore buy-here-pay-here-dealer-training-program, used-car-dealer-training-program, and dealer-advanced-operations-training. Plan your calendar with 2025-event-agenda and meet experts at 2025-featured-speakers. For ongoing support, see dealer-education-resources and connect via contact-us.
Helpful Links
Proven Practices from High Performing Stores
Top operators share common leadership habits. They make data visible daily, coach observable behaviors, align compensation to controllable metrics, and run tight meeting rhythms. They pair underwriting discipline with empathetic customer communication, which reduces roll rates without creating friction. They codify training in onboarding and role play weekly. They run post mortems on charge offs, callbacks, and reconditioning misses to improve decisions, not to blame. They protect culture by setting standards and removing exceptions that erode trust. Our program helps your leaders build these habits and sustain them through tools, templates, and ongoing reinforcement.
Compliance and Risk Are Leadership Responsibilities
Compliance is not just a back office function. It is a leadership discipline that touches deal structure, disclosures, collections activity, payment processing, data privacy, and service authorizations. We embed compliance checkpoints into leadership routines so your store stays audit ready while operating efficiently. Reinforce this with buy-here-pay-here-federal-compliance-training, buy-here-pay-here-state-compliance-education, and used-car-dealer-audit-preparedness-education. For broader guidance, review dealer-compliance-best-practices and independent-dealer-regulatory-guidance.
Build Your Bench and Succession Plan
Sustainable dealers develop leaders before they need them. Our succession playbook helps identify high potential team members, map competencies by role, and create growth paths that keep talent engaged. Combine leadership tracks with technical education in accounting, collections, and technology to create cross trained, promotion ready leaders. Explore dealer-succession-planning, dealer-accounting-training-education, and dealer-technology-training-education.
Regional and Segment Specific Options
Different markets face different regulations and consumer patterns. Tap into regional offerings like buy-here-pay-here-training-southeast, buy-here-pay-here-training-mid-atlantic, and buy-here-pay-here-training-midwest. If you operate in lease here pay here or subprime retail, explore lease-here-pay-here-leadership-training and subprime-leadership-training to align leadership systems with your contract structure and credit model.
Dealer Leadership Development Training FAQs
It is built for used car and BHPH realities. We teach leadership systems with dealership specific scorecards, coaching tools for sales and collections, underwriting alignment, compliance checkpoints, and service cycle time improvements. Everything translates to your lot and portfolio.
Most dealers see behavior changes within two weeks and KPI movement within 30 to 60 days. Our 90 day sprint locks in meeting rhythm, coaching cadence, and SOPs so improvements in close rate, promise integrity, and cycle times sustain over time.
Yes. We integrate regulatory checkpoints into leadership routines, including documentation standards, call compliance, payment processing controls, and audit readiness. Reinforce with programs like used car dealer regulatory compliance training and buy here pay here federal compliance training.
We provide multi location scorecards, meeting cadence, and delegation frameworks so regional leaders manage consistently across rooftops. This includes shared dashboards, cross store benchmarks, and rollout plans for policy and technology changes.
Typical items include inventory aging and turn, desk logs, close rates, portfolio roll rates, promise kept rate, extension and rewrite counts, repo and recovery metrics, recon cycle time, and training completion records. We use what you already track to keep it practical.
Yes. Clear role expectations, consistent coaching, and fair scorecards improve engagement. Leaders learn how to set standards, give timely feedback, and recognize performance, which stabilizes teams and builds a stronger bench.
Stay current with industry articles on blog, attend sessions listed on education-and-events, and deepen skills through dealer-practical-training and dealer-real-world-education. For direct questions, visit contact-us.
About Our Approach
We blend classroom style learning with in store application. Leaders leave each session with a one page tool they can use the same day. We measure adoption, not attendance. Progress is tracked on scorecards and reinforced in weekly meetings. That is how leadership development moves from inspiration to execution. For more on our mission and team, visit about-us. To review our policy framework and data practices, see privacy-policy. When you are ready to plan your calendar, check summit-agenda and register-now, and if you want to suggest a topic, see topic-suggestion.
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