Dennis McCarron, formerly Bridgestone’s National Management Instructor, joined Dealer Strategic Planning, Inc. (DSP) as a group facilitator and is now Executive Director. This is Dennis’s second appearance on the podcast.
He passionately studies behavior analysis and teaches sales. His experience includes 8 years managing retail stores for Bridgestone and 10 years designing, instructing and facilitating Bridgestone’s management courses. This development training covered the company’s 2,200 retail locations.
I asked Dennis to come back in part two to share his sales philosophy. The talking points below will outline all the great wisdom that Dennis shared. He stresses technique over style.
At DSP, Dennis and his team help independent aftermarket dealers manage the financial, branding, and human resource aspects of running a business. Listen to Dennis’s previous episodes HERE.
Justin Glasgow from Performance Tire & Wheel in Topeka, KD, earned a full scholarship to play football for the University of Kansas in 1995.
During his time at KU, he was selected Captain of the team in his senior year. In 1999, Justin earned a degree in Sports Administration and was drafted by the Miami Dolphins. Football ended for Justin a few months after I graduated from KU. Growing up, he had always worked on and off for his father at Performance Tire & Wheel. His first professional job was with the Boston Beer Company. Most people know the Boston Beer Company as the purveyors of Samuel Adams and Twisted Tea. The Boston Beer Company allowed me my first chance to cut my teeth in sales and good service.
In 2003, Justin re-joined his father at Performance Tire & Wheel. The company evolved from gas stations that were opened in 1946. His father bought Performance Tire & Wheel in 1990 after the gas stations were consolidated down to two tire stores. In 2013, Justin bought Performance Tire & Wheel from my father and am now the third owner of the corporation. Justin is also the current president of the Mid-America Tire Dealers Association as well.
Darren McLea of McLea’s Tire and Automotive in Santa Rosa, CA, grew up in the tire and automotive industry working for his dad, Les, and uncle, Rick. Starting as a “clean up kid” at age 13 working summer breaks and after school. Darren has worked every position within the family business including and is currently running the day to day business as Vice President and Director of Operations.
Darren graduated from SDSU in 2006 with a Bachelor of Science degree in Geography and a minor in Political Science. While his schooling and degree would suggest him taking a different career path, the urge and desire to work with his dad and uncle was too strong.
While away at college, he also realized a new passion…sales and customer service. He worked at Circuit City selling TV’s and components. He was really good at it and his sales were at the top for part-time employees. He realized that he had a way of connecting with the customers. His true enjoyment came from customers coming back and asking for Darren by name. He took that as the highest compliment. He was hooked on customer service.
All these experiences led to Darren saying that he can’t imagine doing anything else with his professional life. He really has the opportunity to do it all in this industry and he can’t imagine doing anything else. Darren is married to his wife, Lisa, and together they have two sons and a daughter, Darren II, Nicholas, and Marie. Listen to Darren’s previous episodes HERE.
Key Talking Points:
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