Does selling more cars have to mean giving up gross? In the premiere of Off the Lot, Wikimotive’s Sommer White sits down with James Jordan, Sales Manager at LaFontaine Automotive Group, to explore how his Michigan Cadillac Buick GMC store maintains substantial sales volume while strengthening profitability.

James shares the work behind those results: rethinking desking, getting managers involved in negotiations, strengthening sales and F&I coordination, and earning buy-in across generations of salespeople. Along the way, he recounts a demanding month-end push and explains why developing careers and building community relationships matter to the store’s success.

What Dealers Can Take From This Conversation

• Protect gross through process. James explains how more deliberate desking and active manager involvement help match customers with vehicles that fit their needs and budgets.
• Make coaching part of the routine. Weekly product and protection training gives salespeople more confidence and strengthens coordination with F&I.
• Build buy-in across the showroom. Changing established habits takes patience, shared expectations, and managers willing to demonstrate the approach.
• Develop the next generation. Internships and recruiting beyond automotive help LaFontaine introduce new people to car sales as a career.
• Create relationships before the sale. Community events give the team opportunities to meet customers without the pressure of a showroom transaction.

More From Off the Lot

Future episodes of ‘Off the Lot’ will bring Sommer White together with automotive professionals for candid conversations about the people, processes, and decisions behind dealership performance.