What does it take to thrive in today’s rapidly changing automotive world? According to industry leader Glenn Lundy, the answer lies in adaptability, strong leadership, and building a culture that evolves with the times.

In a high-energy episode of Service Drive Revolution, Glenn joins Chris Collins to talk about dealership leadership, what separates successful stores from the rest, and why now—more than ever—is the time to stop “cutting the end off the roast.”

Whether you’re a SERVICE ADVISOR on the front lines or a MANAGER guiding your team, these insights will help you lead with intention and navigate the road ahead.

Rethinking the Old Playbook

Glenn’s message is clear: you can’t win today’s game with yesterday’s strategy.

Too many dealerships still rely on outdated standards. Take the 1973 NADA handbook, for example—it recommends that a salesperson sell 10–12 cars a month. That’s the same benchmark many stores use today, despite the explosion of technology, digital sales tools, and social media.

“It’s been 50 years and the standard hasn’t changed,” Glenn says. “We’ve got the internet, online shopping, and more data than ever—but we’re still operating like it’s the ’70s.”

🔄 Takeaway:

Re-evaluate the traditions and systems in your store. If your approach hasn’t evolved, you’re likely falling behind.

Culture Isn’t Optional Anymore

Culture is no longer a buzzword—it’s a bottom-line issue. Glenn tells the story of a dealership where the SERVICE MANAGER handled every task manually because he didn’t trust his team to do it right. The result? Bottlenecks, burnout, and missed opportunities.

“This is a multimillion-dollar operation being run like it’s still the ’90s.”

🚦 Leadership Insight:

If your department depends on one person to function, that’s not leadership—it’s a liability. Empower your team. Build systems, not silos.

Betting on Used, Not Just New

Glenn urges dealers to stop placing all their chips on new car sales. With shrinking inventories, tighter manufacturer control, and reduced margins, the real growth opportunity is in used vehicles and fixed ops.

“Tariffs are coming. Inventory will shrink. But service, F&I, reconditioning—those are your bread and butter.”

🚗 Action Step:

Get laser-focused on making your used car and service operations more efficient and more profitable. Those are the areas where you have control and margin.

What Makes Leaders Stand Out

In uncertain times, your ability to adapt is your greatest strength. Glenn emphasizes that today’s top leaders aren’t necessarily the ones with the most answers—they’re the ones who show up with confidence and create certainty for their teams.

“Even if the leader doesn’t know what’s next, they’ve got to inspire belief. That’s what people follow. ”This idea will be front and center at our upcoming virtual coaching meeting on April 24th, where Glenn will lead a session titled “The Art of Being Extraordinary.”

From Rise & Grind to Rising Above

Glenn’s daily show, Rise and Grind, began as a personal challenge to spread positivity—and turned into a movement. With over 1,800 episodes, the show has inspired thousands of leaders to start their day with clarity and energy.

“At one point, I did the show live at 2:30 a.m. just to keep my commitment. It’s about showing up—every single day.”

💡 Service Drive Takeaway:

Every day in the service lane is an opportunity to be the spark for your customers and your team. Positivity is a leadership advantage.

Final Thoughts: Stop Cutting the End Off the Roast

Glenn ends with a powerful analogy: we often repeat old habits without understanding why. If we’re not questioning the process, we’re just cutting the end off the roast because someone else did.

💬 Ask Yourself:

• Why are we still doing it this way?
• Does this serve our current customers—or just our past comfort?
• Are we leading, or just maintaining?

“You don’t need yesterday’s playbook to win today’s game. You need courage, clarity, and culture.”

Let that be your new daily mantra in the service lane.

🔗 Related Resources:

• 9 Critical Mistakes Service Advisors Make and How to Fix Them
• Mastering Customer Engagement in Service Departments
• Achieving Outstanding CSI: A Quick Guide for Fixed Ops

Feel free to explore the linked articles above for deeper insights into each strategy. If you have any further questions or need additional resources, don’t hesitate to ask!

Achieving and exceeding your goals is possible when you have the right systems in place. With Service Drive Revolution OnDemand, you’ll gain access to the proven systems that have made thousands of SERVICE MANAGERS IRREPLACEABLE. Start transforming your department today!

Need help updating your playbook? Let us know how we can support your team’s growth.

Book a 15-minute strategy session with our team. We’ll explore how to unlock your dealership’s real value.