By: Tim Kintz

Time flies. Just days ago tens of thousands of automotive dealers, managers and allied industry partners departed New Orleans, LA after spending days absorbing new knowledge, networking with peers and exploring the new tools and technology on display at the National Automobile Dealers Association’s 100th Annual Dealer Convention (NADA100).

As I walked the exhibit hall looking at the vendors I was blown away by the amount of technology being offered to dealerships. There were hundreds of companies, that combined, offered software and apps to run everything in a dealership. It made me wonder what the first NADA convention was like 100 years ago. With no software, what did they talk about… was it turn times on buggy whips? As I thought more on it, and observed the countless vendors focused on new technology and gizmos, each proclaiming they were going to help dealers “sell more, faster, cheaper and easier,” I noticed something was missing. It was the answer to my question of 100 years go, it’s what has been central to the industry since the beginning, since the first car was sold, but has seemed to have fallen by the wayside — the human factor.

“All these vendors have so much technology, most aren’t focused on fitting it to the dealerships processes, their people — instead they try to get the dealers to conform to their systems no matter how outdated they may be.”

Looking around there was a scarcity of companies that actually helped develop and train people to use the technology to grow the dealership. Technology is a great investment as long as the people are trained to get the most out of it. A dealer I was speaking with echoed my observation, “All these vendors have so much technology, most aren’t focused on fitting it to the dealerships processes, their people — instead they try to get the dealers to conform to their systems no matter how outdated they may be.” Technology is amazing but only when there is a high-quality process and highly trained people to execute it.

I carried this theme into the workshop NADA asked me to present, “The Art of Leveraging the Emotions of a Deal.” In the workshop, I laid out the formula on how we can bridge the gap between technology and people by tapping into human emotion throughout the customer lifecycle so we can turn our technology into an investment, not just another expense.

Remember; we are in the people business first, the car business second. This is why my company, Kintz Group exists – to develop people. We believe the best way to do this is by bringing the fun and competition back into the dealership, tapping into the emotional side of the people at the store so that managers and leaders gain the buy-in, trust, and respect of their people that’s needed to drive the results they deserve.

For those of you who came by the KintzNOW booth and participated in our speed pitch experience designed to bring the fun and competition into the convention, thank you. There was an insane amount of people, ENERGY and activity. We’ve created a special section on our site dedicated to you. There are more than 150 photos in a gallery optimized for download from the three days, so there’s a good chance your photo is highlighted. Take a look, and see for yourself.

“Remember; we are in the people business first, the car business second.”

Also, I want to thank and congratulate everyone at NADA for an amazing job hosting and executing this very special NADA100. Organizing hundreds of vendors, thousands of attendees, Speakers, Hotels and countless other things takes an incredible amount of organization and leadership. Thank You.

-Tim Kintz

Bio: Tim Kintz’s speaking experience includes featured speaker at the NADA Annual Convention two times, multiple RVDA National Conventions and the Digital Dealer Conventions in Las Vegas and Orlando. Tim has also spoken at numerous ADA’s, Dealer 20 Groups, IADA’s and 100’s of live workshops across North America, Russia, Mexico and Puerto Rico.

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