The Leadership Formula Every Car Dealer Needs | David Long on Buy Centers, Accountability & Growth

What separates great dealerships from average ones? In this episode of Mission Debrief, the Call Team 6 leadership team sits down with David Long—automotive consultant, author of Step Zero, COO of Vehicle Acquisition Network (VAN), Vice President of Schumacher Chevrolet, and one of the industry's leading experts on dealership leadership and buy centers. David shares why so many dealerships focus on the wrong problems, how great leaders create accountability, and why success comes from mastering the fundamentals instead of blaming the market. The conversation dives into dealership leadership, used vehicle acquisition, CRM discipline, BDC performance, employee coaching, return on time (ROT), buy center strategies, and the habits that separate top-performing dealerships from everyone else. Whether you're a dealer principal, general manager, sales manager, BDC leader, or automotive professional, this episode is packed with practical insights you can immediately apply to improve performance and drive growth. In this episode: David Long's leadership philosophy and the lessons behind Step Zero Why dealership success starts with accountability How buy centers are changing the used car market The biggest mistakes dealerships make with CRM and sales processes Building high-performing sales and BDC teams Measuring Return on Time (ROT) to maximize productivity Why top dealers ignore market noise and focus on controllable actions Coaching, mentorship, and developing the next generation of automotive leaders Strategies for growing dealership market share in today's market Whether you're looking to improve dealership operations, acquire more used vehicles, or become a stronger leader, this conversation delivers real-world advice from one of the most respected voices in automotive retail. 👍 Like, Subscribe, and turn on notifications for more conversations with automotive leaders, dealership operators, and industry experts. Guest: David Long David J. Long Consulting Author of Step Zero COO, Vehicle Acquisition Network (VAN) VP of Operations, Schumacher Chevrolet Presented by Call Team 6 – Special Ops for Car Dealers No Lead Left Behind.