Over the course of more than 35 years in the automotive industry, I have had the privilege of leading some of the nation’s largest auto operations. From serving as a general manager at private dealerships to overseeing 22 franchises under 18 rooftops as Market President at AutoNation, I have learned that leadership is less about titles and more about people, strategy, and the ability to adapt. Managing multi-billion dollar operations comes with unique challenges and lessons, and I want to share some of the insights that have guided me throughout my career.

People Are at the Heart of Leadership

The most important lesson I have learned is that people drive performance. A business, no matter how large, is nothing without a team that is motivated, skilled, and aligned toward a common goal. In multi-billion dollar auto operations, you are dealing with hundreds of employees across sales, service, finance, and administration. Each department has its own pressures, but everyone contributes to the overall success of the business.

I have found that effective leaders spend time understanding their teams. Listening to employees, knowing their strengths, and providing opportunities for growth creates loyalty and engagement. When people feel valued and empowered, they perform better, and that directly impacts the bottom line. Leadership is not about micromanaging; it is about creating an environment where people can excel.

Clear Vision and Strategic Planning

Running large automotive operations requires a clear vision. Without it, even the best team can drift in different directions. Early in my career, I realized that setting measurable goals and communicating them consistently is essential. Whether it was revenue targets, customer satisfaction scores, or operational efficiency metrics, having clear objectives allowed our teams to focus and align their efforts.

Strategic planning is another key element. Managing multi-billion dollar operations involves understanding market trends, anticipating challenges, and making informed decisions quickly. From pricing strategy to inventory management, every decision can have a significant impact. A leader must be willing to analyze data, seek input from experts, and make tough calls when necessary.

Adaptability and Innovation

The automotive industry is constantly evolving. Consumer expectations, technology, and market dynamics change rapidly. Leaders who succeed in large operations are those who embrace change rather than resist it. I have learned to remain flexible and open-minded, to explore new ideas, and to encourage innovation within my teams.

For example, the rise of digital retail and software tools for dealerships required a shift in how we approached operations. By adopting technology to streamline processes and enhance the customer experience, we were able to stay competitive and continue growing revenue. Leaders must recognize that innovation is not optional in today’s business environment. It is a key driver of long-term success.

Accountability and Responsibility

Another lesson I have learned is the importance of accountability. In multi-billion dollar operations, the stakes are high. Decisions impact employees, customers, and shareholders. A strong leader takes responsibility for both successes and failures. Accountability starts at the top. When leaders demonstrate integrity and ownership, it sets the tone for the entire organization.

I have also learned the value of delegating responsibility. Trusting competent managers to handle specific areas allows a leader to focus on broader strategic priorities. It also gives employees the chance to develop their skills and prepare for future leadership roles. Building a culture of accountability and ownership is critical for sustained success.

Communication Is Key

Effective communication is one of the most underrated leadership skills. In large operations, it is easy for messages to get lost or misunderstood. Clear, consistent, and transparent communication builds trust and ensures everyone is moving in the same direction.

I make it a point to communicate regularly with my teams, not just about goals and expectations, but also about challenges and successes. Recognizing achievements motivates employees, while addressing challenges openly helps prevent small issues from becoming major problems. Listening is equally important. Leaders who listen gain valuable insights and demonstrate that they value their team’s input.

Leading by Example

Leadership is about setting the standard through your actions. Multi-billion dollar operations are complex, and employees are watching to see how their leaders behave under pressure. Demonstrating a strong work ethic, integrity, and a commitment to customer satisfaction inspires the same qualities in others.

I have always believed that you cannot ask your team to do something you would not do yourself. By modeling the behavior you expect, you create credibility and earn respect. Leadership is not just about strategy and decisions; it is about character.

Mentorship and Developing Future Leaders

Finally, one of the most rewarding aspects of leading large operations is mentoring the next generation of leaders. I have seen firsthand how investing in people’s growth pays dividends for the business and the industry. Providing guidance, sharing experiences, and offering opportunities for advancement ensures that the organization has a strong foundation for the future.

Conclusion

Managing multi-billion dollar auto operations is challenging, but it is also deeply rewarding. The lessons I have learned throughout my career are simple at their core but essential in practice. Focus on people, communicate clearly, embrace innovation, hold yourself accountable, and lead by example. These principles have guided me in every role I have held and continue to shape the way I approach business today.

Leadership is not defined by the size of the organization or the revenue it generates. It is defined by the ability to inspire, guide, and make a positive impact on the people and the business you serve. By focusing on these principles, any leader can successfully navigate the complexities of large-scale operations and leave a lasting legacy.