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Unlocking Opportunities

May 15, 2024
Grappone Conference Center
NHADA's Business Conference & Partner Expo
Breakout Session

Empowering Middle Managers: Strategies to Elevate Their Leadership Potential in Your Dealership

Five Ways to Serve Your Dealership's Underserved Population

Having conducted extensive interviews with a multitude of job applicants over the past several years, my recent focus has been on delving into the capabilities, readiness, and learning practices of middle managers. This encompasses a diverse range, from individual contributors aspiring to transition into their first management role to current middle managers aspiring to ascend to senior management positions. The insights gained have shed light on a rather concerning trend – there is a glaring absence of sustained learning and development within this demographic, unless explicitly mandated by the manufacturer and/or the dealer.

What stands out is that the bulk of the required learning revolves around hard skills tactical training. This encompasses the mastery of skills such as sales techniques, product knowledge, and specific procedures. Surprisingly, there is a conspicuous lack of emphasis on cultivating soft skills – the very attributes that are instrumental in retention, maintaining engagement and harmonizing the execution of hard skills.

Soft skills, often overlooked, play a pivotal role in the success of any managerial role. They are the glue that binds hard skills together, fostering an environment of collaboration and effective communication.

Among the myriad challenges faced by middle managers, a recurrent theme emerges – grappling with issues related to soft skills. The struggle is not centered around an individual's competence in delivering on hard skills; rather, it revolves around navigating the intricacies of interpersonal relationships, effective communication, and team cohesion. These are the very skills that define Emerging Leaders and are integral to their success trajectory.

It is clear from my research that there is a notable gap in addressing the soft skills development needs of middle managers. By overlooking these critical aspects, we are inadvertently underserving this population. There is a pressing need to refocus our efforts on bridging this gap and providing the necessary tools and resources for middle managers to flourish not just in their technical proficiency but also in their ability to navigate the nuanced landscape of soft skills. The future of business hinges on addressing this underserved aspect and empowering our middle managers to become well-rounded, effective leaders.

Five Ways to Turn This Trend Around Using the IAEDM™ Method
  1. Inventory Review your current organization’s situation. Tenure of each middle manager. Their personal and professional aspirations. Do they see themselves as long-term “A” players. Do you see them as part of your “A-player” team in 5 years. Why or Why Not?
  2. Assess Each individual determines where they are in six key areas of their lives: Mental, Social, Physical, Financial, Family, Ethics/Beliefs
  3. Establish Their ideal career path within your organization.
  4. Develop Build each middle manager’s development plan based on the previously mentioned steps. This is a continuous process and never ceases.
  5. Mentor Create mentor programs, coaching programs, mastermind, and roundtable programs. These are all on-going learning forums and development programs which enhance lives, build relationships, develop potential and result in loyal, engaged employees who have the attitudes, skills, and knowledge to produce epic profitability and business valuation.

Presented By:

Bill Napolitano HS-1 Bill Napolitano
ProActive Leadership Group – NHADA Bronze Partner

Bill Napolitano stands as a dynamic force in the realm of business coaching and leadership, renowned for his unwavering commitment to empowering CEOs and executive leaders in the mid-market segment. With a sterling track record of success, Bill specializes in guiding businesses to dominate their markets, fortify their financial positions, and elevate their overall business valuation.

Key Focus Areas: CEO’s of mid-market companies seeking accelerated growth turn to Bill to overcome four key barriers:

  1. Leadership Gaps: Bill addresses the challenges associated with attracting, developing, and retaining top-tier talent, fostering an organizational culture that excels.
  2. Organizational Discipline: Recognizing the importance of consistent discipline, Bill works to instill structures that ensure long-term success and sustained growth.
  3. Transformational Execution System: Bill provides a roadmap for a systematic approach to execution, delivering predictable and impactful results.
  4. Cash Generation Systems: Bill implements proven systems that generate the cash necessary to fuel the growth engines of his clients' organizations.

Industry and Coaching Specialties: Bill's expertise spans various industries, including Automotive, Motorcycle and Powersports Dealership Operations, Professional Services, HVAC/R Contractors, Electrical Contractors, Landscape/Hardscape Contractors, and the Not-for-Profit sector.

His coaching specialties encompass People Systems and Talent Development, Growth Systems Framework, Culture Systems, Cohesive Systems, Execution Systems, Strategic Systems, and Cash Systems.

Specific Expertise:

  • Strategic Thinking and Business Execution: Bill is a master at translating strategic visions into actionable plans that drive tangible results.

  • Talent Development: His focus on attracting, developing, and retaining superior talent ensures a robust and sustainable organizational foundation.

  • Sales Performance and Business Development: Bill has a keen eye for enhancing sales strategies and fostering business development.
  • Cash Flow Growth: Bill excels in implementing systems that drive positive cash flow, vital for sustained business growth.
  • Team Development: Through his coaching, Bill transforms teams into high-performing units, aligned with organizational goals.

Current Roles:

  • Partner and Coach - ProActive™ Leadership Group
  • President and Founder of The Institute For Business Excellence®
  • Co-author of the book, “The Real Power of Leadership and Influence”
  • Metronomics™ Certified Coach

Educational Background: Bill holds a BS in Communication Arts & Sciences from St. John’s University. He has pursued continuous learning, earning certifications as a Certified Professional Behavioral Analyst, Certified Professional Values Analyst, Certified Attribute Index Analyst, Certified Professional TriMetrix® Analyst, Certified Growth Curve Strategist, Certified Innermetrix Consultant, and more. As a four-time recipient of the Chairman’s Award for Outstanding Services to the Community from Target Training International, Bill's commitment to community service is evident in his various roles and volunteer activities.

Bill Napolitano's multifaceted expertise, commitment to excellence, and passion for community service position him as a transformative force in the world of business leadership and growth coaching.


7:00 AM - 8:00 AM

Assembly Lobby, Armory

Partner Registration & Setup

Partner Registration in Assembly Lobby, Setup in Armory

8:00 AM - 9:00 AM

Assembly Lobby, Armory

Attendee Registration

Attendee Registration in Assembly Lobby, Continental Breakfast in Armory

9:00 AM - 10:15 AM

Business Sessions 1
Powerpoint Leadership Room

Economic Forecast

Presented By: Mark Strand, Cox Automotive Inc.

9:00 AM - 10:15 AM

Business Sessions 1
Panelist Room

Employment Law: Most Asked Questions and Q&A

Presented By: Margaret "Peg" O'Brien, McLane Middleton;
Jennifer Shea Moeckel, Cook Little, pllc;
Hilary Holmes Rheaume, Bernstein Shur
Marrielle Van Rossum, Devine Millimet & Branch PA

9:00 AM - 10:15 AM

Business Session 1

EVs Are Here And There is No Going Back

Presented By:  Craig Van Batenburg and Aiden Neary, ACDC 

10:15 AM - 11:30 AM


Partner Expo & Lunch

Lunch available in the Armory

11:30 AM - 12:45 PM

Business Sessions 2
Powerpoint Leadership Room

Overcoming Leadership Gaps

Presented By: Bill Napolitano, ProActive Leadership Group

11:30 AM - 12:45 PM

Business Session 2

EV Round Table Discussion

Presented By: Dan Bennett, NHADA, 
Hilary Holmes Rheaume, Bernstein Shur,
Jim Merrill, Bernstein Shur

12:45 AM - 1:45 PM


Partner Expo & Lunch

Lunch available in the Armory

1:45 PM - 3:00 PM

Business Sessions 3

Building High Performance Teams

Presented By: Gerri King, Human Dynamics Associates

1:45 PM - 3:00 PM

Business Sessions 3
Powerpoint Leadership Room

NH Titles & Regulations FAQs

Presented By: Kirsten Lange, Supervisor 1, Title Bureau, New Hampshire DMV

1:45 PM - 3:00 PM

Business Sessions 3
Panelist Room

Meet The New Hampshire DMV

Bureau/Division: John C. Marasco, Director Division of Motor Vehicles;
Nathan A. Noyes, Colonel Division, NH State Police;
James O'Leary, Lieutenant Division, NH State Police;
Jennifer O'Leary, Title Bureau, NH DMV

3:00 PM - 4:00 PM

Cocktails & Networking