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Kintz Group

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Dealership training and consulting built for your operation

Kintz Group delivers training, consulting, and performance coaching tailored to automotive dealerships, with programs built around each dealership's specific structure and goals. The firm works with dealers across sales, service, and fixed operations to improve revenue and customer retention. On MarketScale, Kintz Group publishes content for dealership principals, GMs, and department managers seeking practical guidance.

4 episodes
Channel Brief·Kintz Group · 4 episodes
Updated Feb 13, 2024

Training and leadership culture separate thriving dealerships from stagnant ones

Kintz Group argues that systematic training, leadership buy-in, and talent development are non-negotiable competitive advantages in auto retail. The channel backs this with practitioner testimony and real dealership case work.

Kintz Group's central argument is that dealerships cannot compete by replacing talent; they must develop the people they have through structured, customized training and strong leadership commitment. The channel supports this claim through in-depth interviews with trainers and sales managers at multi-unit operations, and through Tim Kintz's own track record as a NADA Dealer Academy graduate who has worked in almost every dealership position.

Drawn from Master the Market: Structured Dealership Train… and 2 more →

“The days of easily replacing sales talent are gone, and we must do more with less.”

Winning Is A Habit

By the numbers

37 years

experience of Ray Scozzari shaping continuous learning culture

11

dealerships where Ray Scozzari shaped continuous learning culture

37 years

industry experience Ray Scozzari brings to dealership training

20+ years

shared history between Tim Kintz and Ray Scozzari in auto industry

What the channel argues

InsightLeadership buy-in is vital for successful training implementation across dealerships.→
DataRay Scozzari shaped continuous learning culture across eleven dealerships over 37 years.→
InsightCustomized training programs improve both organizational and individual goals.→
InsightSales talent is harder to replace, requiring leaders to develop and motivate existing teams.→
InsightSetting clear, attainable goals improves team performance in staffing-constrained environments.→
InsightIn-person training enables questions and elaboration that video-based training cannot match.→

What you'll learn

•Why dealerships can no longer rely on easy talent replacement and must invest in developing their existing salespeople.
•How Ray Scozzari built a culture of continuous learning across eleven dealerships by emphasizing leadership commitment and training customization.
•Why in-person training with direct interaction outperforms recorded videos, according to a sales manager at Astro Ford in DeAbreville, Mississippi.
•How grading salespeople by profitability levels, rather than other metrics, enables better implementation of training insights.
•That motivating and coaching existing teams is now the primary lever for delivering serious dealership results.

What to do about it

→Secure leadership buy-in before rolling out any new training program across your dealership or group.
→Customize training programs to address the specific needs of your sales teams and organizational goals, not generic best practices.
→Invest time in coaching and developing your current salespeople rather than assuming you can easily replace talent.

Who and what shows up

Tim Kintz

President of The Kintz Group; author of Amazon bestseller Frictionless; NADA Dealer Academy graduate

Host and primary voice guiding dealership leaders on training strategy; has worked in almost every dealership position and now teaches dealerships how to deliver results.

Ray Scozzari

Director of Training at Denny Menholt Auto Group

37-year veteran who shaped a culture of continuous learning across eleven dealerships, demonstrating the practical impact of training customization and leadership buy-in.

Alex Bassenger

New car sales manager at Astro Ford in DeAbreville, Mississippi

Testimonial voice validating in-person training benefits; implemented Kintz training insights on grading salespeople by profitability levels at his dealership.

Questions this channel answers

Q

Why do some dealerships thrive while others stagnate in the same market?

Systematic training programs and leadership buy-in separate thriving dealerships from stagnant ones. Ray Scozzari demonstrated this by shaping a culture of continuous learning and improvement across eleven dealerships.

Master the Market: Structured Dealership Training as the… →
Q

How should dealerships respond to staffing shortages and high turnover?

Leaders must shift their mindset from replacing talent to developing and motivating existing teams. As the channel argues, the days of easily replacing sales talent are gone, so dealerships must do more with less by investing time in coaching.

Winning Is A Habit →
Q

What makes training effective in a dealership context?

In-person training with direct interaction is more effective than video-based learning because it allows salespeople to ask questions, get elaboration, and see concrete examples applied to their dealership's approach.

Alex Bassenger Testimonial →
Q

How should dealership leaders evaluate their own effectiveness?

Leaders should take a hard look in the mirror and ask themselves whether they are giving their salespeople 100 percent of their effort and commitment to development.

Winning Is A Habit →
Topics:Dealership training programsSales team developmentLeadership buy-in and cultureTalent retention and motivationMulti-unit dealership operations
Themes:Leadership commitment as training foundationTalent development over talent replacementCustomization and continuous learning culture

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