Sutliff Auto Group of Harrisburg and State College competitors

Lance is a business executive with a 30-year track record of success delivering significant growth and profitability in the automotive industry, building world-class teams and high-performance cultures. He has managed a platform of dealerships with a diverse franchise mix across multiple geographies, organizations up to 25,000 people and increased credibility in the industry. Lance’s expertise includes change management; succession planning; developing strategies to move businesses forward profitably; retaining/developing leadership talent; building and enhancing strong relationships and mitigating risk. As COO & EVP of Sales at AutoNation (AN), Lance led operations for the 3 regions including the stand-alone Used Vehicles stores (AN USA). He increased used-car sales profitability in a declining new-car business environment with a two-pronged approach. First, he grew margin by rolling out an initiative in the Central/Eastern Regions (that he already implemented in the Western Region) enabling dealerships to purchase clients’ vehicles even if no new car purchases were made. Second, to ensure successful execution, Lance centralized the appraising process/pricing structure. As well, he developed and piloted in all AN USA stores a cost-saving selling strategy that enabled one sales associate to handle a customer’s entire buying process. By holding field personnel accountable, regularly sending them critical metrics and providing training, he further improved performance. Leading the Western Region, Lance successfully implemented the One Price Pre-Owned Vehicle strategy that not only enhanced field’s confidence in appraisals but also grew sales. As Market President of the Western Region, Lance met or exceeded sales targets despite harsh macro-economic conditions. EXPERT IN: • Change Management • Succession Planning • Developing Profitable Strategies • Building Strong Relationships • Financial Acumen • Outstanding Record Of Retaining/Developing Leadership Talent