People are a dealership's greatest competitive edge, yet the employee attrition rate is above 70% in the auto industry. There is an untapped community of highly talented, motivated, skilled and loyal professionals waiting and ready. Yet, dealerships often neglect to hire qualified disabled people, despite the disabled demographic being the largest and fastest-growing minority in the world. Gain new and innovative strategies to solve HR challenges at your dealership. Presented by Tianna Mick and LA Williams at NADA Show 2022 in Las Vegas, NV. March 10, 2022 @ 2:30pm

1. The BusinessBenefitsof Hiring
PeoplewithDisabilitiesand/or
Minorities
Tianna Mick
Business Development & Industry Relations |
Dealer Synergy | Audubon, New Jersey
610-607-3231| Tianna@dealersynergy.com @DubbsClub
L.A. Williams
Vice President| Dealer Synergy | Audubon, New Jersey
267-290-8188 | Law3@dealersynergy.com

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3. L.A.Williams
aka“TheBlindMaster”
3
Vice President of Dealer Synergy &
known as the Automotive
Industry’s BEST Phone Sales
Trainer.

4. TiannaMickaka“TGotYourKeys”
4
Diversity & Inclusion Advocate,
Tianna Mick aka #TGotYourKeys is
an Expert of the Next Evolution in
Automotive Sales.

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What is the one of the BIGGEST
challenges in the Automotive
Industry?
ATTRITION!
• 70-80% Attrition Ratio Nationally!

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There is a SORELY MISSED
Opportunity in the Automotive Sales
Industry with the Minority
Community, especially with People
With Disabilities!

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NAMAD says that minorities that
purchase vehicles are approximately
30% of Sales, however there are
ONLY 6% of Dealerships that are
minority owned.

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CEO of Springboard Consulting,
Nadine Vogel said that “People with
disabilities” represent the LARGEST
and fastest growing demographic in
the United States. This segment is
even LARGER than the Hispanic
Community…by 5%.

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The Ramifications
of Attrition…

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Before we can Hire PWD, it’s
Important that Our PERCEPTION
is Right…

11. Defining“Minorities”
11
GenderBased

12. Defining“Minorities”
12
EthnicityBased

13. Defining“Minorities”
13
ReligiousBased

14. Defining“Minorities”
14
SexualOrientationBased

15. CurrentSituationalAnalysis
• Employment Participation rate for PWD is less
than half of genpop.
• 26% of America has some sort of disability.
• Females have 85% buying power in the auto
industry but did you know that 40% of the
Disabled Community influence vehicle
purchases.
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16. • Dealers are HEMORRHAGING with HR.
• Dealers Everywhere NEED STAFF!
But are Struggling to Hire…
• If Nothing Changes, 75% of Your
Staff will be gone by next year.
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17. • Dealers are looking for talent
in all the wrong places.
• Loyal, focused and innovative
workers can be discovered in
the disability demographic.
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18. We polled 1000 dealerships,
ONLY 2 said that they have
someone on staff with a
disability.
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19. WhyDealersDoNOTHireDisabledand/orMinorities
1. IGNORANCE
– They didn't know the opportunity
was out there.
2. FEAR
– Cost
– Performance Standards
3. Un-comfortability
– For Customers
– Other Employees
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20. WhyDealersDoNOTHireDisabledand/orMinorities
1. IGNORANCE
– They didn't know the opportunity
was out there.
• Don't worry, we'll provide some
resources.
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21. WhyDealersDoNOTHireDisabledand/orMinorities
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2. FEAR
– Cost
• PWD accommodation expense is
$350--generally self provided.
– Performance Standards
• You can fire them just like anyone
else.

22. WhyDealersDoNOTHireDisabledand/orMinorities
3. Un-comfortability
– For Customers
– Other Employees
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23. TheBusinessBenefitsofHiringPeoplewithDisabilitiesand/or
Minorities
1. Attendance & Loyalty
– Absence and turnover rates
are 1/4 of regular employees.
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24. TheBusinessBenefitsofHiringPeoplewithDisabilitiesand/or
Minorities
2. Productivity
– Usually meet or exceed
productivity standards.
– Stay focused for longer periods
of time.
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25. TheBusinessBenefitsofHiringPeoplewithDisabilitiesand/or
Minorities
2. Productivity (cont…)
– 100 Companies Surveyed:
• Hiring PWD led to 28% higher
revenue & 30% higher profit
margins.
• Costs likely went Down.
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26. TheBusinessBenefitsofHiringPeoplewithDisabilitiesand/or
Minorities
3. Competitive Edge
– PWD have spent their lives
innovating & problem solving
to get things done.
– Half of their Sales team
doubled their income.
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27. TheBusinessBenefitsofHiringPeoplewithDisabilitiesand/or
Minorities
4. Attractive Reputation and in
Demand
– The world has a Disability rate
of about 20%
– Customers are demanding
employees that look like them.
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28. Match the Right Person with the Right
Job.
Employers get a Loyal, Focused,
Innovative Teammate.
Employee gets to be a Valuable Member
of Society.
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29. “It’s true that PWD have inherent moral value
and dignity.
It is also true that PWD have talents that can
equal real economic profit and benefits for
their employers. In fact, I would encourage
employers not to just defer from avoiding
PWD, but rather go out and actively begin
recruiting them.”
--Emily Munson
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30. HowtoRecruit&HirePeoplewithDisabilitiesand/or
Minorities
• Resources:
– Bureau of Vocational Rehabilitation
– Colleges & Some High Schools have a Disability Students Office
• University of Washington
• Ohio State University
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31. HowtoRecruit&HirePeoplewithDisabilitiesand/or
Minorities
• Go Direct
– Ensure that your career portal is
accessible and usable.
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Conclusion
Before today, there
was a sorely missed
human resources
opportunity in our
industry…

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Conclusion
Now, because you
have attended this
session, you will be
the first to ultimately
leverage the business
benefits of hiring
PWD & minorities!

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36. The BusinessBenefitsof Hiring
PeoplewithDisabilitiesand/or
Minorities
@mytwitterhandle
Tianna Mick
Business Development & Industry Relations |
Dealer Synergy | Audubon, New Jersey
610-607-3231| Tianna@dealersynergy.com
L.A. Williams
Vice President| Dealer Synergy | Audubon, New Jersey
267-290-8188 | Law3@dealersynergy.com