Call Team Six, Charlotte, NC (2026)

10/15/2026

PENSKE’S $16.3 BILLION MOVE — WHAT DOES IT MEAN FOR AUTOMOTIVE RETAIL?

Penske Automotive Group announced an agreement to go private in a transaction valuing the company at approximately $16.3 billion.

That’s a significant development for one of the world’s largest automotive retailers.

But here’s the bigger question:

Does private ownership give dealer groups a competitive advantage?

Without the same quarterly pressures of the public markets, companies may have greater flexibility to invest in technology, AI, customer retention, acquisitions, and long-term growth.

Of course, private ownership doesn’t guarantee better performance. Ex*****on still determines success.

From a dealer operator’s perspective, the real question is whether that flexibility creates stronger dealerships and better customer experiences.

What do you think? Would you rather operate a large dealership group as a public or private company?

10/15/2026

DAILY IMPACT — DAY 9

YOUR CUSTOMER ISN’T JUST BUYING A CAR!

They’re choosing the people they’ll trust to take care of it!

Here’s something I want every dealer, manager, and salesperson to think about today.

How much time do your salespeople spend presenting the vehicle compared with presenting the dealership?

I’ve spent more than 30 years training automotive professionals, and I’ve seen some outstanding vehicle presentations.

But I’ve also watched salespeople completely overlook one of their dealership’s greatest assets.

THE SERVICE DEPARTMENT!

In my Sudden Impact training, I emphasize building confidence in three areas:

THE PERSON — Can I trust you?

THE PRODUCT — Is this right for me?

THE DEALERSHIP — Will you take care of me?

Think about that last one.

Your dealership may have excellent technicians, convenient scheduling, transportation options, and a team dedicated to customer satisfaction.

But does your customer know that?

IF YOU DON’T PRESENT THE VALUE, DON’T EXPECT THE CUSTOMER TO RECOGNIZE IT!

Here’s a simple approach:

“John, you’ve had an opportunity to experience the vehicle. Now I’d like to show you something equally important: the people who will help you take care of it.”

Introduce the customer to your service team.

Explain what makes your dealership different.

Most importantly, connect those benefits to the customer’s needs.

TODAY’S MANAGEMENT CHALLENGE

Have your salespeople identify three genuine ownership benefits your dealership provides.

Then practice explaining each one using Feature–Advantage–Benefit.

Example:

Feature: Online service scheduling.

Advantage: Customers can request appointments without calling during business hours.

Benefit: A busy customer can request service when it’s convenient for them.

See how yesterday’s training connects to today’s lesson?

THAT’S HOW WE BUILD A PROCESS, NOT JUST TEACH ISOLATED SKILLS!

After 30+ years of training automotive professionals, I still believe the fundamentals separate average performance from consistent ex*****on.

DON’T JUST SELL THE CAR. GIVE PEOPLE A REASON TO BUY FROM YOU!

Dealers and managers, are your people selling the complete ownership experience?

I’d love to hear your thoughts.

If your team needs help strengthening its Road to the Sale, send me a message with the word SERVICE.

Daily Impact — One Idea. One Skill. One Action.

Ken Kingstad
Dealer Owner & Operator | Automotive Trainer
Cofounder of the Original BDC Model | 30+ Years

10/14/2026

DAILY IMPACT — DAY 8

YOUR CUSTOMER DOESN’T NEED A WALKING WINDOW STICKER!

Have you ever watched a salesperson give a beautiful vehicle presentation and still lose the customer’s attention?

They knew every feature. They just never connected those features to the buyer’s life.

Here’s a fundamental I teach in my Sudden Impact training:

F-A-B: Feature. Advantage. Benefit.

FEATURE: What it is.

ADVANTAGE: What it does.

BENEFIT: Why it matters to THIS customer.

Let’s say a customer tells you their garage is tight and they’re nervous about parking a larger SUV.

Instead of saying:

“This vehicle has a 360-degree camera.”

Try this:

“You mentioned that tight garage. This SUV’s surround-view camera can help you see nearby obstacles while parking. Let me demonstrate it. How would that help you at home?”

See the difference?

We’re no longer rattling off equipment.

We’re connecting the vehicle to something the customer actually cares about.

That’s how you build value!

TODAY’S MANAGEMENT CHALLENGE

Before your next vehicle presentation, ask your salesperson:

“What matters most to this customer, and which feature will you demonstrate to address it?”

Then observe the presentation.

Did they explain the feature?

Did they demonstrate the advantage?

Most importantly, did they connect it to the customer’s personal needs?

The best product presentation isn’t necessarily the longest. It’s the one that makes the right features relevant.

After 30+ years of training automotive professionals, I still believe the fundamentals separate average performance from consistent ex*****on.

DON’T JUST PRESENT THE VEHICLE. PRESENT THE VALUE!

Dealers and managers, how well are your people connecting product features to customer needs?

I’d love to hear your thoughts.

If you’d like to strengthen your team’s product presentations, message me FAB.

Daily Impact — One Idea. One Skill. One Action.

Ken Kingstad
Dealer Owner & Operator | Automotive Trainer
Cofounder of the Original BDC Model | 30+ Years

10/14/2026

THE $50,562 WAKE-UP CALL FOR AUTOMOTIVE DEALERS.

Yesterday, Kelley Blue Book released its September new-vehicle pricing report, and there’s something in the numbers every dealer should pay attention to.

The average new vehicle sold for $50,562—just $52 below the industry’s all-time record.

But here’s the more interesting story.

Consumers are increasingly shifting toward more affordable vehicles.

Look at the average transaction prices:

• Compact cars: $27,977
• Subcompact SUVs: $31,213
• Compact SUVs: $37,614
• Full-size pickups: $67,573

The industry’s average price increased just 0.7% year over year, partly because more customers purchased vehicles in lower-priced categories.

That doesn’t mean vehicles suddenly became more affordable. It means consumers are changing what they’re willing—or able—to buy.

And that raises an important question for every dealership.

Does your inventory reflect today’s customer demand, or yesterday’s buying patterns?

Are your advertising campaigns promoting the vehicles consumers are actually shopping for?

Are you recognizing when customers shift from one vehicle category to another?

At Call Team Six, we believe understanding changing customer behavior is essential to effective dealership engagement.

But this is bigger than any one BDC strategy.

Manufacturers, dealers, lenders, and technology providers all need to recognize that affordability is reshaping automotive demand.

The next competitive advantage may belong to the dealerships that recognize changing customer preferences before their competitors do.

Dealers, what are you seeing?

Are your customers moving toward smaller, more affordable vehicles, or are trucks and larger SUVs still dominating your market?

10/13/2026

DAILY IMPACT — DAY 7

STOP JUST CHECKING IN!
Every Follow-Up Needs a Purpose.

After 30+ years of training automotive professionals, I still see dealerships making one costly mistake.

A customer spends two hours at the dealership, test-drives a vehicle, discusses payments, and leaves without purchasing.

The next day, the salesperson calls:

“Hi John, just checking in to see if you’re still interested.”

That’s not a follow-up strategy. That’s a call without a purpose!

In my Sudden Impact training, I teach that effective follow-up requires preparation, communication, and a reason for the customer to reengage.

HERE’S THE THREE-STEP FORMULA:

1. REMEMBER — Show That You Listened.

What vehicle did they drive? What excited them? What concerns prevented them from purchasing?

Your CRM should help you continue the conversation, not start it over.

2. ADD VALUE — Give Them a Reason to Talk.

Value isn’t always a discount. It might be another vehicle, a financing option, clarification about their trade, or an unanswered question.

3. ADVANCE — Establish the Next Step.

Whether it’s another appointment, additional information, or a scheduled conversation, always work toward a mutually agreed next step.

LET’S PUT IT INTO PRACTICE.

A customer loved an SUV but wanted to stay around $650 a month.

Weak Approach:
“Just checking in to see if you’re still interested.”

Trained Approach:
“John, when we met Saturday, you really liked the Explorer, but I remember you wanted to stay closer to $650 a month. Is that still the range you’re trying to stay within?”

See the difference?

You’re demonstrating that you listened, acknowledging what matters, and opening a meaningful conversation.

TODAY’S MANAGEMENT CHALLENGE

Pull five unsold customers from your CRM.

Before your team calls, ask:

• What mattered most to this customer?
• Why didn’t they purchase?
• What value can we bring today?

Then listen to the calls!

Don’t just inspect whether the follow-up happened. Inspect the quality of the conversation.

As a dealership operator and automotive trainer, I’ve learned that mastering the fundamentals is where consistent performance begins.

DON’T JUST MAKE ANOTHER CALL. MAKE THE CALL MATTER.

DEALERS & MANAGERS: Are your people following up with purpose, or simply completing CRM tasks?

If you’d like to strengthen your dealership’s follow-up process, message me FOLLOW-UP. Let’s talk.

Daily Impact — One Idea. One Skill. One Action.

Ken Kingstad
Dealer Owner & Operator | Automotive Trainer
Cofounder, Original BDC Model | 30+ Years

10/13/2026

DAILY IMPACT — DAY 7

STOP JUST CHECKING IN!
Every Follow-Up Needs a Purpose.

After more than 30 years of training automotive professionals, I continue to see one of the same mistakes costing dealerships opportunities every day.

A customer visits the dealership, spends two hours with a salesperson, test-drives a vehicle, discusses payments and trade values, and leaves without purchasing.

The following day, the salesperson calls and says:

“Hi John, just checking in to see if you’re still interested.”

That’s not a follow-up strategy. That’s a phone call without a purpose.

Think about it.

The customer already knows they visited your dealership. They already know they didn’t purchase.

What they need is a reason to reengage.

In my Sudden Impact training, I teach that successful follow-up requires preparation, communication skills, and a process that advances the relationship.

HERE’S A SIMPLE THREE-STEP FRAMEWORK.

1. REMEMBER — Demonstrate That You Listened.

Before calling, review the customer’s information.

What vehicle did they drive? What excited them? What concerns did they express? Why didn’t they move forward?

Your CRM should help you continue the conversation, not start it over.

2. ADD VALUE — Give Them a Reason to Talk.

Value doesn’t always mean discounting the vehicle.

It could be explaining a financing option, reviewing another vehicle, clarifying a trade appraisal, or answering a question that was never fully resolved.

The key is relevance.

3. ADVANCE — Establish the Next Step.

Every meaningful follow-up should work toward a mutually agreed next step.

That could be another appointment, reviewing a different vehicle, providing additional information, or establishing when to reconnect.

Don’t confuse pressuring someone with helping them move forward.

LET’S PUT IT INTO PRACTICE.

Imagine a customer visited Saturday, loved an SUV, but hesitated because the payment exceeded their budget.

The Weak Approach:

“Hi John, just checking in to see if you’re still interested in the SUV.”

The Trained Approach:

“John, this is Ken from ABC Motors. When we met Saturday, you really liked the Explorer, especially the safety features. I also remember you wanted to stay closer to $650 a month. I wanted to revisit that with you. Is $650 still the range you’re trying to stay within?”

Notice what happened.

We demonstrated that we listened.

We acknowledged what mattered.

We opened a conversation about the customer’s actual concern.

Now we can determine whether there’s a legitimate solution instead of guessing.

TODAY’S MANAGEMENT CHALLENGE

Pull five unsold showroom customers from your CRM.

Before your salesperson calls, have them answer three questions:

1. What was most important to this customer?
2. What prevented them from purchasing?
3. What specific value can we bring to today’s conversation?

Then listen to the calls.

Don’t just inspect whether the follow-up happened. Inspect the quality of the conversation.

After decades of training dealership teams—and experiencing the challenges firsthand as a dealer operator—I’ve learned that consistent ex*****on of the fundamentals is where performance improvement begins.

DON’T JUST MAKE ANOTHER CALL. MAKE THE CALL MATTER.

LET’S TALK.

Dealers and managers: Are your salespeople making follow-up calls because the CRM tells them to, or because they have a genuine reason to reconnect?

I’d like to hear what you’re seeing in your stores.

And if you’re looking to develop a more disciplined follow-up process with your team, send me a direct message with the word FOLLOW-UP. I’d be happy to discuss where your process may be breaking down.

Daily Impact — One Idea. One Skill. One Action.

Ken Kingstad
Dealer Owner & Operator | Automotive Trainer
Cofounder of the Original BDC Model | 30+ Years

10/13/2026

A LOWER PAYMENT ISN’T ALWAYS A BETTER DEAL.

Are we pricing customers out of the car business?

A new Reuters Breakingviews analysis raises a serious question about the future of automotive retail.

Americans now carry approximately $1.7 trillion in automotive debt. Vehicle prices remain elevated, loan terms have stretched longer, and negative equity continues to complicate the buying process.

Think about what we’re asking consumers to do.

Finance a vehicle for 72, 84, or even 96 months just to reach a payment they can manage today.

But what happens five or six years down the road?

The vehicle has depreciated. Maintenance costs may be increasing. And the customer could still owe more than the vehicle is worth.

We’ve become very good at making monthly payments work. But have we made vehicle ownership genuinely more affordable?

That’s a question the entire industry needs to consider.

And the answer isn’t as simple as saying consumers can’t afford cars anymore. Credit data shows that many buyers remain financially healthy, while others are facing significant pressure.

We’re dealing with customers who have very different financial realities.

Manufacturers must continue developing vehicles that deliver real value.

Lenders must balance access to credit with responsible financing.

And dealerships must look beyond the monthly payment to the customer’s total cost of ownership.

At Call Team Six, we see firsthand how important it is to understand what customers are experiencing in today’s market.

But this conversation is bigger than the BDC. It’s about the long-term health of automotive retail.

My question to dealers and automotive professionals:

Are customers in your market struggling more with the vehicle’s price, the monthly payment, or the negative equity in their trade?

I’d be interested in hearing what you’re seeing.

CALL TEAM SIX | NO LEAD LEFT BEHIND

10/12/2026

DAILY IMPACT — DAY 6

ARE YOU MOTIVATED, OR ARE YOU ACTUALLY GETTING BETTER?

It’s Monday!

Time to get everybody fired up for another week.

But let me ask you something.

Have you ever attended a great motivational meeting, walked out ready to conquer the world, and two days later found yourself doing exactly what you were doing before?

I’ve seen it happen thousands of times.

Here’s the problem.

Motivation is temporary if we don’t change our behavior.

When I developed my Sudden Impact training program years ago, I focused on three things:

ATTITUDE. HABITS. SKILLS.

Think about it.

You can have a great attitude and still lack the skills to succeed.

You can have tremendous skills but terrible habits.

And you can have excellent habits, but if you’re practicing the wrong things, you’re simply getting better at doing something incorrectly!

We need all three.

Here’s an example.

A salesperson wants to sell more vehicles.

Great!

That’s the goal.

But what changes today?

Are they going to follow up with five additional unsold customers?

Reconnect with previous buyers?

Spend ten minutes practicing how to handle an objection?

Or are they simply going to wait for the next customer to walk through the door?

Hope is not a sales strategy.

After more than 30 years in this business, I still believe one of the biggest differences between average and exceptional performance is what people consistently do when nobody is watching.

So here’s my Monday challenge.

Pick ONE attitude to improve.

ONE habit to strengthen.

ONE skill to practice.

Then actually do something about it today.

And managers, remember:

Your job isn’t simply to demand better results. It’s to develop people capable of producing them.

Let’s make this a productive week!

One Idea. One Skill. One Action.

— Ken

10/12/2026

YOUR USED-CAR MANAGER HAS A WISH LIST. DOES YOUR BDC KNOW WHAT’S ON IT?

Here’s a simple exercise I’d challenge every dealer principal and general manager to do this week.

Ask your used-car manager:

“What are the five vehicles you’d most like to acquire or sell right now?”

Then ask your BDC manager the same question.

Would the answers match?

Think about that.

Your service drive may have customers driving exactly the vehicles your used-car department wants to acquire.

Your CRM may contain unsold customers who were interested in vehicles currently aging on your lot.

Your owner database may hold tremendous trade-in opportunities.

Yet in many dealerships, the used-car department, sales department, service drive, and BDC are operating from different priorities.

That’s not necessarily an activity problem. It’s an alignment problem.

After more than 30 years working in automotive retail, I’ve learned that some of the biggest opportunities aren’t created by spending more money.

They’re created by getting the people and departments you already have working together.

At Call Team Six, we believe customer engagement should be driven by the dealership’s actual business needs—not just the number of calls made or appointments scheduled.

Here’s your challenge for this week:

Identify five priority vehicles. Communicate those priorities to your BDC. Match them with the right customers. Then measure the appointments, shows, acquisitions, and sales that follow.

The right conversation with the right customer can solve more than one dealership problem.

Call Team Six | No Lead Left Behind

10/09/2026

The customer said YES to the appointment.

Great.

Now don’t hang up.

One of the biggest mistakes we make is treating the appointment as though the sale just happened.

It didn’t.

The customer still has to get in the car and show up.

That’s why I’ve taught the Mental Drive for years.

And Mental Drive is much more than giving somebody directions.

It’s getting the customer to mentally experience the visit before it happens.

Slow the call down.

Have them grab a pen.

Recap the time.

Tell them exactly who they’re meeting.

Then ask:

“By the way, do you know where we’re located?”

“Where will you be coming from?”

Now walk them there conversationally.

Give them the road.

Give them a familiar landmark.

Tell them where to pull in.

Tell them where to park.

Tell them who will be waiting.

Then reaffirm the appointment and send the navigation link.

In NLP terminology, I think of this as future pacing.

You’re helping someone mentally rehearse the next action.

The visit stops being:

“Maybe I’ll go to the dealership tomorrow.”

And starts becoming:

“At 4:45 I’m pulling in, parking up front and asking for John.”

That’s a very different mental picture.

And there’s another important piece.

Notice the language:

“When you arrive…”

Not:

“If you decide to come…”

We’re not pressuring the customer.

We’re creating clarity around a decision they already made.

That is the Mental Drive.

So here’s today’s exercise:

Listen to the last minute of five appointment calls.

Ask yourself one question:

Could the customer actually picture themselves arriving at our dealership?

If not, the appointment process wasn’t finished.

The appointment isn’t the win.
The arrival is.

One Idea. One Skill. One Action.

— Ken

Call Team Six

10/15/2026

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