Inspiring a Positive Culture: Become an M.V.P. To provide knowledge, ideas and assess awareness to inspire a more positive culture encouraging MVP (Mission, Values, Priorities) Champions to attract and retain diversity with women & millennials.

1. “Inspiring a Positive Culture”
Martha E. Rader, PhD., CC
Professor Keiser University Flagship Campus
Rader Coaching, Training & Consulting, LLC
#WomenInAuto17 1

2. Inspiring a Positive Culture
Question….
How many of you could benefit from:
1. More referrals
2. More repeat business
Just imagine…….
2#WomenInAuto17

3. Inspiring a Positive Culture
Purpose & Agenda
1. “To assist you to imagine...To Inspire....”
2. “To provide 5 Tools for ideas and knowledge.
3. Encourage you to become a …...................
“Cultural Diversity M.V.P.’s” (™)…
3#WomenInAuto17

4. Inspiring a Positive Culture
Purpose & Agenda
“M.V.P.” One that….
“Inspires a more positive & diverse culture,
including more women & millennials.”
“M.V.P.” One that…
“Has the potential to propel growth in people,
referrals and sales.”#WomenInAuto17 4

5. Inspiring Positivity
How many of you lease your autos?
 It all started with imagining…..envisioning
 A Group Vice President…Dave Borchelt:
 To assist GM, GM Dealers to sell more cars.
 Provide more affordable payments.
 Generate loyalty & repeat business.
5
#WomenInAuto17

6. Inspiring a Positive Culture
IDLT Early 1990’s
Dave Assembled a coalition of 18 GMAC employees.
 Assist in carrying out his vision…
 To develop the M. V. P. (Mission Values & Priorities)(™)
to sell, train and instill processes.
6
#WomenInAuto17

7. Inspiring a Positive Culture
Imagination: We….developed
7
#WomenInAuto17
M
• Mission- the why…Values- what we believe in & stand for.
• Inspired emotional connection; the why!
V
• M. V. set up priorities - systems, accountability, pay plans.
• To direct & drive behavior.
• How to think, behave, act & make aligned decisions
P
• Positively affected pride, productivity-performance
• Within time, the M.V.P. became new traditions, rituals
This was a risky proposition (M.V.P. Champions)!

8. Purpose & Agenda
Everything that is possible begins with the
Courage….to Imagine!! Mary Anne Radmacher
To move past intentions to actions
Are you ready to go down this path with me today?
#WomenInAuto17

9. Why Care:
Inspiring A Positive Culture?
 Deloitte study of 2015:
 Consisting of Automotive News 100 Leading
Women in the Automotive Industry: Revealed
“the idea of working in the automotive industry suffers
from a perception problem (p. 9).
We know this right??? 9#WomenInAuto17

10. Why Care:
Inspiring A Positive Culture?
The problem is perception is reality!!
 What do you see?
10#WomenInAuto17

11. Why Care:
Inspiring A Positive Culture?
Perception is reality…
 According to Women’s Car Dealership Report
(2015) found:
 One Third of women are nervous, overwhelmed
and apprehensive when buying a car.
 CNW Marketing found that 47.3% of women would
prefer to buy a car from women. 11
#WomenInAuto17

12. “Why” Care:
Inspiring A Positive Culture
What is more telling..,
 Only 10% of men buying cars would prefer to buy
from men (CNW Marketing).
….YET……
12#WomenInAuto17

13. Why Care:
Inspiring A Positive Culture?
 On average, women are only 7% of all dealership Sales
Consultants (NADA DWS, 2016) !
 With average turnover of 88% (NADA DWS, 2016).
 AND…Up to 85% of car purchases are influenced by
women.
13#WomenInAuto17

14. Inspiring A Positive Culture
Imagine…..
 Having talented women sales consultants…..
 That connect with and are trusted….
 To make potential buyers feel more comfortable in
the buying process!
Imagine…
14
#WomenInAuto17

15. Why Care:
Inspiring A Positive Culture?
The BIG Question Is….
What are we doing about the perception gap?
How many of you believe you are aware of the cultural
perception in your store/office?
15#WomenInAuto17

16. Inspiring A Positive Culture
Cultural Awareness Tool #1
Conduct: Cultural-Diversity Awareness Assessment
(sample).
How are people behaving? Is it aligned with your
intended culture?
16
#WomenInAuto17

17. Inspiring A Positive Culture
Cultural Awareness Tool #1
 To heighten awareness:
 Reflect….Are there gaps verses your intended
culture?
#WomenInAuto17
17

18. Inspiring A Positive Culture
Cultural Awareness Tool #1
Are we attracting or detracting from recruiting and retaining
desired applicants/employees?
Although many reasons women are absent auto industry….
But if we can inspire a more positive culture…Imagine….
#WomenInAuto17 18

19. Inspiring A Positive Culture
Cultural Awareness Tool #1
 If women buy or influence 80-85% of car purchases…
 And women like buying from women because they
trust them….. (Wards Auto)
…Imagine if you are the woman they trust… Imagine!
#WomenInAuto17 19

20. Inspiring A Positive Culture
Awareness Tool #2 M.V.P.
Question?
 Are you a Cultural Diversity M.V.P. Champion?
A champion of your M.V.P. Mission, Values, Priorities (™).
"Leadership is the capacity to translate vision into
reality." --Warren G. Bennis
#WomenInAuto17 20

21. Inspiring A Positive Culture
Let me ask you…..M.V.P.
What does your M.V.P. say?
 Mission – The Why!
 Values/ code of conduct – What we passionately believe in.
 Priorities say (M.V.P.) –Systems, accountability, pay plans ?
Cornell University Study: 35,000
People need direction-expectations: To guide behavior, actions
and how to make aligned decisions.
#WomenInAuto17
21

22. Inspiring A Positive Culture
Awareness Tool #2 M.V.P.
Question…..
 Are they posted on your website and in dealership?
 Is your “Why Us” list & Community Involvement compelling
and based on the Mission Values & Priorities?
 What are employees and defectors saying?
#WomenInAuto17
22

23. Inspiring A Positive Culture
Let me ask you…..M.V.P.
 What do potential applicants hear on the street?
Do they match your desired perception & culture?
#WomenInAuto17 23

24. Are You Inspiring A Positive Culture
or Culture Gap?
 “You may have a strong strategy to beat the competition”….
 To hire diverse talent?
 “If they are is not aligned”…..
 “Your culture will eat your strategy for lunch.”
(Peter Drucker, renowned Author, Consultant on Management & Strategy)
#WomenInAuto17 24

25. Why Inspire A Positive Culture
What are Your Intentions….
 Grodnitzky, Ph.D. (Renowned Culture Expert & Author Culture Trumps Everything)
 “Policies limit behavior, culture drives behavior”.
 “Companies that focus on Profit make less profit”.
 “Companies that focus on Culture make more profit”.
#WomenInAuto17
25

26. Inspiring A Positive Culture
“Narrowing the Gap”
Are you inspired?
Narrowing the gap could be valuable…..
It’s in your hands!
#WomenInAuto17 26

27. Inspiring A Positive Culture
What is Culture Change: CSI
 How many have a strong strategy and “priorities”
aligned to achieve:
 CSI and Manufacturer Incentive Programs (i.e.
SFE)?
 It did not come easily, but worth it right?
#WomenInAuto17 27

28. Inspiring A Positive Culture
A CSI Cultural Champion
 You developed “Priorities”.
 You figured out the pieces of the puzzle, processes,
policies, pay plans.
 Creating unity to drive intended beliefs, behavior,
attitudes, results.
Would you Agree?
In a sense: A CSI-Cultural M.V.P. Champion…#WomenInAuto17
28

29. Inspiring A Positive Culture
Don’t miss out!
#WomenInAuto17 29

30. Inspiring A Positive Culture
Have you Heard of Simon Sinek
 Ted Talks…..The author of “WHY”?
 Simon Notes:
“Hire people that need a job, they will work for money.
Hire people that believe and you will inspire blood, sweat
and tears.”
#WomenInAuto17 30

31. Inspiring A Positive Culture
Simon Sinek “The Why”
People don’t buy what you do…
They buy “Why” you do it !
People believe in purpose & cause.
What do you believe in?
#WomenInAuto17
31

32. Inspiring A Positive Culture
Is it Time?
To Become a…
Cultural Diversity M.V.P. Champion?
#WomenInAuto17 32

33. Inspiring A Positive Culture
Awareness Tool #3
Pause……Coaching Approach
Small Group Exercise Gaps & Idea Generation
Reflect upon your heightened awareness
5-7 Minutes
#WomenInAuto17 33

34. Inspiring A Positive Culture
#WomenInAuto17 34
Changing Perception
Takes A 360 Degree Approach
Why become an M.V.P.?

35. Inspires a Positive Change 360 Degree
#1 Internally & Externally
Effective compelling statements can appeal to people’s
emotions, needs, provide meaning!
a) Has helped companies gain recognition.
b) Helped earn respect to beat the competition (Pearce II &
David, 1987).
Example: Jim Gilbert’s Deals on Wheels: The huggable car dealer, Jennifer Moran,
Carter Motors Group, Google, Nike, Nordstrom's, Toms
#WomenInAuto17
35

36. Inspiring A Positive Culture
#2 Improve the Perceptual Gap
a) Internally–influencing & caring about employees - you
are more apt to develop high performers (McKinsey Report,
2017)
b) Job applicants are reviewing websites and care about
the culture and the cause.
#WomenInAuto17
36

37. Inspiring A Positive Culture
#3 Attract More Digital Shoppers
 Digital shoppers: Making many potential buying
decisions online (Autobytel, 2016).
 Visiting only 1.2 dealerships today verses 5 in previously
(Autobytel, 2016).
#WomenInAuto17
37

38. Inspiring A Positive Culture
#4 Attract More Digital Shoppers
 Millennials are looking for:
 Businesses and products socially responsible.
 With human characteristics for caring & empathy to
buy from and to work for (The Millennial Impact Project).
Create the emotional tie:
Give them a reason to visit & work in your showroom!
#WomenInAuto17
38

39. A Cultural Diversity M.V.P.
How To Basics: Awareness Tool #4
 We must go beyond thinking and talking about positive
change and….
 A.C.T. (John C. Maxwell)
 Apply, Change and/or Teach.
 Where do you stand?
#WomenInAuto17 39

40. Begin with the End in Mind…..
How To Basics: Tool #4…A.C.T.
#WomenInAuto17 Steps inspired from John Kotter Harvard 1996 Change consultant and expert
40
1.) A – Apply – Assemble – Assess - Aspire
Coalition, Develop/revitalize M.V.P. – Who are you - Who do you
want to be? Create a sense of urgency to beat the competition
2). C – Change – Compelling - Communication
Develop a compelling communication strategy,
announce internally first
3.) T – Teach - Train-Align-Measure
Measure expectations for accountability

41. A Cultural Diversity M.V.P.
How To Basics:
Where are you in the Process?
 A.C.T. (John C. Maxwell)
 Apply?
 Change?
 Teach?
 Write down where you stand…..
#WomenInAuto17 41

42. Recap: Heightened Awareness 5 Tools?
1. Tool #1: Diversity Assessment Tool (or 360).
2. Tool # 2: Compelling Knowledge & Examples of M.V.P. Champions.
3. Tool #3: Mini Group Coaching Exercise: Idea Generation/sharing.
4. Tool #4: A.C.T.: Assemble, Communicate, Train: & How to Basics -
become a Cultural Diversity M.V.P. (Mission, Values,
Priorities).
5. Tool #5: Strengthening compelling messages; “Why Us list”
Community involvement message.
#WomenInAuto17
42

43. In Closing….What If?..... (Lease-CSI)
 You become a Cultural Diversity M.V.P. Champion, disciplined to
inspire a more positive culture…..
 We become a dealership that women feel more comfortable in
buying from….
 We are able to draw from a greater referral base…
 What if culture brings more profit than profit itself..$$$
#WomenInAuto17
43

44. In Closing….What If?.....
You champion a…Positive “Transformation”
From a 360 degree M.V.P. perspective!
Let’s Create Unity: to change perception!
#WomenInAuto17 44

45. Thank you!
Martha Rader, PhD
Professor Management, MBA Keiser University
President Rader Coaching, Training, Consulting, LLC
#WomenInAuto17 45

46. Questions?
Martha Rader, PhD
Professor Management, MBA Keiser University
President Rader Coaching, Training, Consulting, LLC
#WomenInAuto17 46

47. Martha Rader, PhD
Professor Management, MBA Keiser University
President Rader Coaching, Training, Consulting, LLC
#WomenInAuto17 47

48. A Cultural Diversity M.V.P.
How To Basics:
#WomenInAuto17
48