Dan Cummins Chevrolet of Paris Kentucky was founded in 1956 and is dedicated to providing excellent customer service and value. Through technology, strong management, and daily training with Cardone On-Demand, they have become the top volume dealer in the state. The training pulls the team together and helps ensure customers have a consistent experience. After seeing increased sales using the training program in 2015, Dan Cummins saw another 74% increase in new vehicle sales in 2016.

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SALES
Dan Cummins Chevrolet
of Paris Kentucky, founded
by Sam Cummins in 1956,
is a company dedicated
to providing the best car
buying experience and
offering the best value on
all new and used vehicles.
Due to their progressive
use of technology, an
exceptional management
team, and a commitment
to daily training Dan Cummins has become the #1 volume dealer in the state
hitting a record number of 894 vehicles sold in December of 2016!
“Cardone On Demand is an incredible tool that is beneficial in many ways.
It not only trains new salespeople, and sharpens veterans, but it truly pulls your
team together. When everyone is on the same page, magic happens”
Glenn B. Lundy Jr.
General Sales Manager
Dan Cummins Chevrolet
Daily training with Cardone On-Demand has helped Dan Cummins increase their yearly sales
by another 1,900 units in 2016 additional to their substantial increase while on the program in
2015. Overall, they’ve seen a 74% increase in new vehicles sales YOY.
Objectives
• Streamline Onboarding for new hires
• Consistency with salespeople
• Year over year improvement
Solution
• Daily training as a team
• Discussion of training content as a group
• Training expectations are established during
the hiring process
• Training is incorporated into the store’s culture,
it’s a staple of what they do
Results during 3rd
year on COD:
• 74% increase in new vehicles sales YOY
• Unit sales increased 158/mo YOY
• Quicker on boarding process for hires
• Everyone speaks the same language, so the
customer has a consistent experience no matter
who they talk to
Case Study
Challenge
As the store continues to grow,
the need to have an air-tight on
boarding process has become a
necessity. The sales team at Dan
Cummins is effective because
they’re all on the same page, so
with a new group of hires coming
in quarterly it’s becoming more
and more difficult to get the staff
operating with the same process
and using the same language.
Results
After increasing their average monthly unit sales by 160 YOY
in 2015, Dan Cummins has stayed on pace with their training
and increased unit sales by another 158 per month in 2016.
They’ve also increased new vehicle sales by 74% from the
prior year. They’re now on their 3rd year with the program and
are looking to make 2017 another record year.
Increases like this are possible for the Dan Cummins team
because they’ve built a culture committed to improvement
from the top down. Some of their tenured staff is on a second
pass through the training and the content has become a huge
part of how they operate. From their most tenured rep to
their newest hire, every salesperson has the tools to continue
improving and is following the right processes for the store.
“Training put the store in a state where they can all
communicate. At Dan Cummins, customers hear the same
language no matter who they talk to.”
Glenn B Lundy Jr.
GSM
Approach
The management team at Dan Cummins
has built an exceptional process for
implementing training as a group.
Training is built into their culture from the
top down. All new hires are on-boarded
with the expectation that to work at the
store you have to be willing to improve.
From the day they start at the store
they’re already working on completing
the new hire training certification, so
it’s not long before they’re speaking the
store’s language. As a team they meet
every morning and train on two chapters,
then hold a discussion on how they will
be applying that content. Additionally, all
salespeople complete 10 chapters prior
to their Saturday sales meeting.