by Terry MacCauley - Posted 1 week ago
A new year does not fix broken processes, weak follow-up, inconsistent leadership, or underperforming marketing. What a new year provides is clarity and a decision point.
As the automotive industry continues to tighten, the gap between average dealers and disciplined dealers will widen. The dealers who win in 2026 will not be chasing shortcuts or copying tactics from other markets. They will be the ones who commit to fundamentals, accountability, and execution.
This list is not about doing everything. It is about doing the right things consistently.
You do not need to adopt all 100 resolutions. Choose the ones that hit closest to home. If one makes you uncomfortable, that is usually the one worth addressing first.
Commit to being present and engaged, not just available
Hold weekly meetings that start on time and end with clear action items
Clearly define roles and responsibilities for every position
Stop fixing everything yourself and start developing leaders
Big Time Thinking: If everything runs through you, growth will always be capped.
Set written expectations for performance and behavior
Big Time Example:
A Midwest independent dealer documented lead response, appointment handling, and showroom expectations. Within sixty days, internal confusion dropped, and appointment show rates increased without adding staff.
Address problems quickly instead of letting them linger
Stop allowing top producers to operate without accountability
Big Time Example
A Buy Here Pay Here dealer addressed inconsistent behavior from a high-performing salesperson who skipped the process. Once expectations were enforced equally, overall team morale and performance improved.
Big Time Thinking: Culture is defined by what you tolerate.
Train managers to lead people, not just numbers
Create standard operating procedures for key dealership processes
Build a culture where follow-up is valued as much as closing
Reward effort, preparation, and consistency
Remove toxic behavior regardless of position
Invest in leadership development at least once this year
Communicate clearly, directly, and consistently
Lead by example every single day
Audit the entire customer journey from first click to delivery
Call every new lead within ten minutes without exception
Big Time Example
A retail dealership implemented a ten-minute lead response rule and tracked it daily. Appointment rates improved, and wasted ad spend declined because leads were engaged while intent was highest.
Create phone scripts and train to them
Track appointments set, shown, and sold
Eliminate assumptions about what customers understand
Standardize the walk-in greeting process
Train salespeople to listen before presenting
Big Time Example
A BHPH dealer retrained sales staff to ask discovery questions before discussing payment options. Closing ratios improved because customers felt heard rather than rushed.
Big Time Thinking: Customers buy faster when they feel understood.
Improve the handoff from sales to finance
Reduce friction in paperwork and approvals
Follow up after the sale, not just before it
Big Time Example
A dealer implemented post-sale follow-up calls focused on payment expectations and support resources. Early delinquencies declined, and customer communication improved.
Create a consistent delivery experience
Improve transparency throughout the buying process
Track lost deals and identify patterns
Hold daily accountability check-ins
Train salespeople on objection handling regularly
Focus on appointment quality, not just volume
Make it easier to buy from you than from competitors
Eliminate unnecessary steps in the sales process
Reinforce professionalism in every interaction
Treat every customer as a long-term relationship
Stop chasing cheap leads and focus on quality traffic
Update selling themes quarterly instead of annually
Invest in better creative before increasing ad spend
Big Time Example
A regional dealer refreshed creative messaging without increasing budget. Engagement improved, and the cost per sale declined with the same level of spend.
Big Time Thinking: Bad creative will burn any budget.
Align advertising messages with actual inventory
Understand the full marketing funnel, not just last-click metrics
Use awareness advertising to reduce conversion costs
Big Time Example
A BHPH dealer layered OTT and Meta awareness campaigns alongside search. Branded traffic increased, and conversion costs dropped as customers entered the funnel earlier.
Track calls, forms, texts, and walk-ins accurately
Stop judging campaigns after seven days
Ensure ad messaging matches the website experience
Refresh social media content monthly
Focus on clarity over cleverness in advertising
Test messaging intentionally
Understand why something is or is not working
Stop copying other markets without context
Big Time Example
A rural dealer reduced lead volume intentionally and focused on higher-intent traffic. Closing ratios increased, even though the total number of leads declined.
Big Time Thinking: More leads mean nothing without conversion.
Improve brand consistency across all channels
Review performance weekly, not emotionally
Hold vendors accountable to real outcomes
Build campaigns that support sales goals
Invest in long-term brand equity
Match marketing spend to operational capacity
Improve call handling and lead response training
Refresh ad creative before performance declines
Use data to guide decisions
Track actual cost per sale
Commit to continuous improvement
Clean up CRM workflows and automations
Ensure all lead sources are labeled correctly
Eliminate unused software and subscriptions
Big Time Example
A dealer discovered overlapping CRM and reporting tools. Consolidation reduced expenses and simplified daily workflows.
Big Time Thinking: Complexity is expensive.
Fix broken forms and dead links
Improve mobile website speed
Ensure inventory feeds are accurate and timely
Use automation to assist, not replace, people
Track response times by salesperson
Back up digital assets regularly
Improve internal communication tools
Train staff on existing technology
Reduce manual data entry
Ensure tracking is functioning correctly
Review technology stack quarterly
Stop buying tools without a clear purpose
Stock inventory based on demand data
Move aged inventory faster, even when it hurts
Big Time Example
A dealer cleared aged units aggressively, freeing cash flow and improving overall inventory turn within sixty days.
Know the true cost per sale
Review lender and program guidelines quarterly
Improve rehash and collections consistency
Big Time Example
A BHPH dealer standardized collections communication. Delinquencies declined, and customer relationships improved through clearer expectations.
Big Time Thinking: Profit is protected in operations.
Tighten service and reconditioning timelines
Reduce wasteful advertising spend
Track ROI by channel over time
Plan inventory sixty to ninety days ahead
Protect gross instead of racing to volume
Improve interdepartmental communication
Hold managers accountable for operational metrics
Reduce internal bottlenecks
Standardize compliance processes
Review financial performance monthly
Spend more time working on the business
Invest in personal leadership development
Read at least one business or leadership book
Ask for honest feedback
Stop blaming the economy for everything
Big Time Example
Dealers who focused on tightening the process during slower cycles gained market share while competitors pulled back.
Big Time Thinking: The economy exposes weaknesses. It does not create them.
Invest in education, not just inventory
Build a twelve-month plan instead of reacting monthly
Hold yourself to the same standards as your team
Choose progress over perfection
Commit to becoming a better dealer, not just a busier one
You do not need to execute all 100 resolutions. Choose the ones that revealed a weakness or caused discomfort. Those are the ones that will move the needle.
2026 will not reward effort alone. It will reward discipline, clarity, & execution.
If you want help turning these resolutions into action, you already know where to find us. GoWithBigTime.com
- by Terry MacCauley, Founder & CEO
This week’s Big Time motivational video is "New Year Resolutions | Jim Rohn Motivation 2026" by Mindscape Academy.
Success doesn’t start on January 1st—it starts the moment you decide to change. Based on Jim Rohn’s timeless wisdom, this video breaks down 10 key areas for growth, ranging from discipline and habits to mindset and direction.
If you're serious about making 2026 different, don’t wait. Hit play. Take notes. Get to work.
