Two theories on past dealers turned vendors:
1) they weren't very good at being a dealer or only served as someone who interacted with customers. Dealership management is a constant firefight where you're jumping from one burning tree to another. Getting down to business is more appreciated than chit-chat.
2) they've forgotten what it was like to be a dealer. The vendor (and OEM) world looks further out. It requires remembering what was done in the past (especially when it comes to product) and having clear vision for where you're trying to go. The dealer sales world is a lot less complex. It is all about how many cars we sold this month. Harping on what happened last year or last quarter isn't relevant to most dealers. And if you share the vision pieces, you need to be pretty damn close to achieving them. It is a month-to-month world.
Either way, vendors should keep conversations focused on what needs to be achieved quickly. If any of my people aren't doing that, by all means, call us out!
