Performance Partner / OEM Lead
A former Marine Corps officer working in logistics, Randy built a three decades long automotive career after leaving the service. Starting in fixed operations, he moved into variable operations, and then management. On the automotive corporate side, Randy held several management positions in customer service, sales, service, after-market, parts, and finance. Returning to retail, Randy was a general executive manager with a Top 35 dealer group and a general manager with a mid-Atlantic Top 5 volume dealership. Additionally, he has extensive executive leadership experience having been a general manager, vice president, and chief operations officer with companies outside the automotive arena.
A proven subject matter expert, Randy brings his financial, fixed, and variable operations knowledge to NCM as a performance partner and OEM lead. Previously a management instructor for dealer, 20 Group, OEM, and allied industries with NADA, this award-winning change agent excels in general management of resources and execution of plans with significant accomplishments in all phases of operations, sales, and administration needed to rally collaboration, facilitate creative problem-solving, and ensure efficient, effective productivity. He is adept at coordinating large and small teams and developing communications, relationships, social and technical skills, and mapping capabilities needed to achieve success.
- Business development
- General management
- Process and profit improvements
Client profitability is a measure of Randy's success.
Beginning in November 2015, Randy has worked with Audi Boundary, a large, high-volume new Audi dealership in Vancouver, British Columbia, Canada. Randy has consulted with the dealership multiple times over the past 17 months, working with their admins, new and used departments, F&I department, and service and parts departments to improve profitability and processes.
This dealership was part of the Audi Best Brand Consulting Program that NCM, along with Audi, developed to improve the overall processes and profitability of the Audi dealership body. Randy oversaw the operations of the program and performed numerous in-dealership consulting days with multiple dealerships. Using NCM's profit trend analyses, along with a deep dive into the dealership's financials and an internal process review of each department, Randy and the dealership methodically agreed upon tasks that lead to continuous improvement and profitability in all departments.
The looming challenge was moving to a new facility and, with the added expense structure, the dealership could have been put into a loss situation. Guarantee-of-actions were developed and acted upon when new actions were developed in each department. Follow-up calls were placed in between onsite visits to keep the improvement moving forward; addressing any new challenges that arose.
Currently the dealership is ranked monthly in the top three, nationally, having moved up twenty positions! Their new car department has set all time sales records consistently. Their used car department has gone from an average of 10 units per month, to averaging over 50 per month and growing rapidly. The service department has set continuous records, with much more to come in the new few months. And their parts department is one of the fastest growing in the country. Their dealership net to gross is now at 36.7% compared to the 30% Audi average. In net to sales they've reached 6.8% compared to 4.5%, another Audi average. This business, like any other, is all about people, process, and place. They cannot control the "place" so it gets down to the controllable factors: educate the people, then the people can better figure out how to modify the process to get the desired result. A dollar of sales does not equal a dollar of expense … it is critical to control expense in the era of margin compression. Randy excels in process, the financials behind it, and getting the most of out of everyone involved, having spent half his career in variable and half in fixed operations.