Why Building the Bench Matters
Dealers face rapid changes in technology, customer expectations, and margin pressure. Performance slows when teams lack alignment and leaders lack support.
Common challenges include:
- Hiring for short-term results instead of long-term fit
- Limited pathways to grow high-potential employees
- Training that fades without reinforcement
- Inconsistent leadership communication and accountability
These issues lead to turnover, inconsistent results, and stalled growth.
A Guided Approach to People and Performance
Dealership success depends on teams who can perform consistently, adapt quickly, and support the business as it evolves. JM&A Group brings together behavioral insight, training, and coaching to help dealers build stronger teams and stronger performance.
Align People with Predictive Index
Predictive Index (PI) is a short behavioral assessment that shows how a person naturally works, communicates, and makes decisions. It helps leaders place people in roles where they are most likely to succeed and gives managers a better understanding of how to motivate and coach each individual.
An Example from the Field
Hubert Vester Auto Group found that when employees are placed in roles that align with their natural strengths, performance improves and customer interactions become more positive. Their experience reinforces how behavioral insight helps teams work more effectively and deliver better results.
Source: Hubert Vester Auto Group, JM&A Group Customer Story
Talent Acquisition Perspective
“Predictive Index has transformed the way Walser approaches talent. From building job targets for Sales, Service, and leadership roles to identifying emerging leaders internally, PI gives us clarity in hiring and purpose in development. We also use it for team development and relationship building, which has elevated coaching conversations and strengthened collaboration across the organization.” - Lindsey Trett, Director of Talent Acquisition, Walser Automotive Group
HR Leadership Perspective
“Predictive Index helped me understand our workforce quickly and strengthened communication across departments as I stepped into a new HR leadership role.” - Charles Rebhun, HR Director, Eide Automotive Group
More than 25 million people have completed PI assessments worldwide, supported by decades of research and validation.
Build Skills Through Training
JM&A provides classroom-style training across F&I, sales, service, leadership, and compliance.
Courses can be customized to a dealership’s needs and delivered in person, online, or hybrid.
- 26 years of average instructor retail experience
- 7,000+ dealership employees trained annually
- $169 average increase in PVR after training
Source: JM&A Performance Development Services
Training helps strengthen communication, reinforce process, and improve consistency across departments.
Reinforce Habits with Coaching and Support
Dealer Performance Managers work directly with dealership leaders to ensure training becomes lasting performance. They provide structure, accountability, and continuous guidance to help teams apply new skills and improve results over time.
Recruiting mid- to senior-level employees can cost up to 25 percent of a first-year salary and take an average of 35 days to fill, while developing internal employees' costs roughly 5 percent of salary. Building from within helps strengthen culture, increase loyalty, and create sustainable career paths that support long-term performance.
This helps ensure that development is not a one-time event but an ongoing path toward continuous improvement.
Results That Last
Dealers who invest in their people consistently see:
- Lower turnover
- Faster onboarding
- Stronger leadership alignment
- Improved engagement and retention
- Better cross-department communication
- More consistent performance
With PI and JM&A support, Hubert Vester Auto Group reached nearly 80 percent alignment between employees and roles, strengthening teamwork and overall performance.
“The people at JM&A Group have gotten to know every person in our store. They help us identify high-potential associates and support their development. The coaching we receive has helped our group grow through our people.” — Mike Maroone, CEO, Maroone USA
Key Takeaway
Dealership performance begins and ends with people. By aligning behavioral insights, customized training, and continuous coaching, JM&A Group helps dealers build the leadership and culture that make performance last.
JM&A Group is more than an F&I provider. Dealers partner with JM&A to help build strong teams, strengthen leaders, and improve performance across the dealership.
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