Training staff to engage customers efficiently on every communication channel will pay off.

Trusting staff to use their best judgement at work helps them to be more innovative and productive, says Lucy Adams, the former head of human resources at BBC.

Good funding links and a trained sales force can boost local sales of company cars.

Motor industry leaders tell Tom Seymour that patience, the right attitude and learning every day are key to their success.

Car dealers need to look beyond the sales department to identify their rising stars.

Recruitment is one of the top priorities for the managing director as he aims to ‘mould’ his team to sell the ‘Steven Eagell way’.

The lack of women in dealerships’ boardrooms, workshops and showrooms is hurting their business, says Julia Muir, the founder of the Automotive 30% Club.

Average chief executive’s pay jumps 39% and finance director salaries increase 19% to five-year high as average motor retail wages increase by 2.6%.

Keeping staff and software up to date is the best protection against the rise in business hacking

Automotive IT firms are adding capabilities and extending systems to tablet devices to let staff deal with customers away from the desk.

Sales is as much about the person as the product, former Virgin Airlines’ crew boss Linda Moir told the AM Executive Breakfast Club

Managing director Mark Robinson explains Meridian Motor Group’s rapid recent growth and how he and his staff will unite the business under the Vantage brand.

Every month, AM profiles at least one dealer in depth, exploring different aspects of the motor retail industry. These are the 13 dealers we interviewed in 2014.

Ridgeway Oxford Audi head of business Alex Matschy on keeping a focus on people in his sparkling, new ‘terminal’ site.

Chairman John Clark talks about his motor group’s pragmatic approach to upselling and why, despite record financial results, he won’t let himself be carried away by the current strength of the car markets.

HR Owen marketing director Chris Harris explains how the UK’s largest luxury and supercar dealer mixes events, email and CRM software to entice and analyse potential customers.

Creative thinking is essential for success car dealers must set time set aside for it, lecturer and author James Bannerman told the latest AM Executive Breakfast Club

Holdcroft Group, the winner of the AM Award for Best Fleet Dealer, explains how it has built a successful and standalone corporate sales business.

Carmakers tell dealers they want great customer service, but sales demands mean shifting units still carries a higher bonus. AM asks analysts, manufacturers and dealers if there is a better model.

‘Passionate’ staff have no place in the motor retail business, says Geoff Burch

Fed up with “ridiculous” volume demands, Williams Automobiles abandoned its franchised dealerships and is carving a future with Morgan sports cars.

Hatfields managing director Gareth Williams won’t let customer experience suffer as his dealer group ramps up sales.

Managing director David Stenning says attention to detail and an emphasis on serving all market sectors is giving Arbury Motor Group a competitive edge

Under managing director Keith Brock, the Wessex Garages dealer group has embraced video to build customer trust and show transparency.

Chris Hayden, Group 1 Automotive CEO of UK operations, plans to use his UK experience and lessons from the US to steer this growing dealer group