Train Your Reps to Speak Dealer
Real-World Sales Enablement for Distributors Who Want to Sell Smarter—Not Louder
The Problem: Great Reps. Wrong Language
Your reps know the catalog.
But do they know what gets a GM to say yes?
Do they know how service managers actually buy?
Do they understand what’s happening behind the parts counter on a Thursday at 4:30 PM?
Because that’s what closes the sale.
Why I’m the Expert
I’m not a theorist. I’m not just a speaker. And I’m definitely not another “trainer.”
I’ve been the person your reps are trying to sell to.
I spent 10+ years in the dealership—as an independent shop owner, a franchise manager, and for over 6 years as a Parts Manager inside a 6+ line dealership.
I’ve lived every part of the margin math your reps ignore:
Sat in Tuesday meetings being told to scale back parts inventory—even though we were 20% up year over year.
Juggled vendor terms with cash flow
Rush ordering a missing gasket for a rebuild while the tech held up a bay to finish a motor rebuild
Sourced parts just in time so the sales manager could close the unit
I know what makes a parts manager say yes.
I know what makes a GM kill a deal.
I know what builds trust—and what gets reps ghosted.
I built this training to solve the exact disconnect I lived through.
Because when reps speak the dealer’s language, they stop selling—and start closing.
The Real Problem: Sales Teams That Don’t Know Fixed Ops
Your reps know product.
They can demo features and rattle off SKUs.
But if they don’t understand:
Dealer cash flow timing
Service department bottlenecks
Why a GM buys from emotion, not just margin
…they’ll keep missing the real sales opportunity.
Most reps sell the part.
I train them to sell into the department.
What I Teach Your Team
How to position parts as margin multipliers, not just inventory
What Fixed Ops teams actually care about (hint: it’s not the free lunch)
How to create reorder urgency without discounting, unless we are hitting sales tiers
How to earn trust, not tolerance from decision-makers
What it really takes to build long-term accounts—not just one-time sales
Who This Is For
✔️ Distributors with field reps who call on independent or franchise dealerships
✔️ National brands who sell into Fixed Ops and don’t want their reps treated like order takers
✔️ Sales leaders tired of watching teams pitch great products with zero relevance to what’s happening inside the store
If your reps have been trained in product—but not in dealer logic—this training fills the gap.
Proof It Works
Beyond the Showroom
13-part dealer education video series built for MPN.
Designed to help brands teach Fixed Ops success—not just push products.
Lightspeed DMS (Q3 Collaboration – In Progress)
Currently developing a co-branded webinar + blog series for the Lightspeed platform to support over 4,500 dealerships.
Focus: margin recovery, dealer sales training, and systems clarity.
“Thanks so much for making this easy. I’m excited for what lies ahead.”
— Diana Wilberscheid, Director of Marketing, Lightspeed DMS
Delivery Options
You choose the format. I tailor the training.
💻 Virtual cohort sessions
📍 In-person regional intensives
🎥 LMS-compatible training modules
🧠 Train-the-Trainer for your sales leads or channel managers
All built with your product line, territory strategy, and rep capacity in mind.
Next Step
This training isn’t off-the-shelf—and it’s not for every brand.
If you’re here, you’re likely exploring how to make your sales team more effective at connecting with dealers—especially in Fixed Ops.
I don’t list pricing because every training engagement is built around:
Your reps
Your product lines
And your specific sales goals
Tell me about your team, your objectives, and what’s not working. You’ll hear back from me directly, and we’ll explore whether this is the right fit. If it is? We’ll build something that helps your reps sell smarter—and your dealers buy faster.
