America's Next Top Model/Executive

September 2009 - Download the PDF here

Women directly or indirectly influence more than 85 percent of vehicle purchases. Even with this staggering number, the automotive industry has not traditionally accepted females as leaders and experts on this critical market segment. Recent surveys show that fewer than 15 percent of dealership employees are female.  With the inception of organizations like the Women’s Automotive Association International (WAAI) and sites like www.AskPatty.com, it’s clear that women are not being marketed to and engaged with in a fashion that makes them comfortable. But, as Bob Dylan says, “The times they are a-changin’!” 

As the publisher and owner of AutoSuccess as well as being a successful, female automotive executive myself, I love to hear stories about women who have achieved a level of success in our industry. Whether they are managers, dealer principals or other executives, I appreciate seeing the positive impact women have in our industry. That being said, this month AutoSuccess interviewed Karen Bradley (a.k.a. Karina Bradley). Karen is the vice president of Dealer Synergy, a certified FranklinCovey trainer, an active member of the National Speakers Association, member of the WAAI, author and much, much more. 

AutoSuccess: First, congratulations Karen on your recent marriage. This is the first time you will be seen as Karen Bradley and not Karen Uriarte.

Karen Bradley: Thank you, it was an amazing wedding. 

AS: Tell me a little about yourself and what you’ve been doing recently.

KB: Currently, I am the vice president of Dealer Synergy. We specialize in training, consulting and technology for automotive Internet sales and business development departments. Even in this economy, we have been extremely busy. It seems when dealers are struggling or they just want to sell more cars, they call us for assistance, and we have had some tremendous success with our clients.  

AS: That sounds interesting. Is there a dealership you’ve worked with recently that really stands out in your mind?

KB: All of our dealers do extremely well on our program, and we have had a number of our dealer clients featured on covers of all of the major automotive magazines. These include Scott Robinson Honda, Peruzzi Toyota, Willis Honda and Bill Dube Hyundai. One client, Pine Belt Chevrolet, went from selling 70 units out of their Internet department to now delivering over 190 units a month online. A recent success story is Team One Chevrolet in Charlotte Michigan. Before Dealer Synergy, they were delivering fewer than 10 units a months. After two months, we got them delivering 59 units out of their Internet department. Team One is now No. 1 in their region. Needless to say, they were very pleased with our program and guidance.  

AS: Wow, that is amazing! How did they jump from 10 to 59 in such a short time?

KB: It is our system. We have a proven strategy that works. First we do a free, no obligation needs analysis of their operation. This means we evaluate the dealership via a Web conferencing call. We will qualify the dealership and evaluate their “four P’s.” That means we look at Products, People, Process and Promotions. We identify exactly their current business status. Think of it as getting a snapshot in time. Then we discuss their goals for these departments and discover what resources they are willing to allocate to achieve those goals.  

We then create a true custom business plan to get them to their goal. Our system has been in effect for almost 11 years now. For 11 years we have been successful in selling vehicles through Internet and business development centers.  

FranklinCovey philosophy also played a role in the expedited success of Team One Chevrolet. Team One members attended our Dealer Synergy “Internet Director Immersion Program” in Tampa, Florida. Sean V. Bradley and I co-facilitated the FranklinCovey course on the “7 Habits of Highly Effective People” Associates Program. Helping their people focus on priorities made all the difference. This is what we share in the course.

AS: Please tell me about FranklinCovey. Who are they, and how does their program help automotive dealers?

KB: FranklinCovey’s mission is to enable greatness in people and businesses all over the world. They are a global consulting and training organization and leader in the areas of strategy execution, establishing customer loyalty, building leadership skills, implementing time management structures and helping individuals improve their effectiveness.  

Their clients include 90 percent of the Fortune 100 companies, more than 75 percent of the Fortune 500, and thousands of small- and mid-sized businesses, as well as numerous government entities and educational institutions. FranklinCovey literally effects and helps to evolve millions and millions of people on this planet.  

Dr. Steven Covey wrote one of the world’s most powerful business books “The 7 Habits of Highly Effective People.” There are more than 16 million copies in print. This book had a serious influence on Sean V. Bradley and was instrumental on how he built Dealer Synergy and how he implements programs helping dealerships across the country. 

AS: Before Dealer Synergy, I have never heard of an automotive training company working with FranklinCovey or teaching the FranklinCovey curriculum in our industry. How did you and Dealer Synergy get involved with FranklinCovey?

KB: I have to admit it was not easy. It took Sean V. Bradley over a year to simply get the attention of FranklinCovey and then Dealer Synergy had to prove its value to FranklinCovey. Sean worked with FranklinCovey corporate to provide substantial proof of value through client successes and live demonstrations of the Dealer Synergy training. Once FranklinCovey corporate approved the official partnership, we had to get certified.  

That means that both Sean and I had to fly all over the country to various training courses. We went through Management workshops, Time Management (Focus) workshops, the “7 Habits of Highly Effective People” Signature Series and numerous other courses. Then, after going through all of this training, Sean and I went to their headquarters in Atlanta to go through their Facilitator training. This was basically a “Train the Trainer” course. 

So, we are now official trainers and facilitators of the “7 Habits of Highly Effective People” Associates (one day) and Signature (three day) Courses. These courses are accredited through the FranklinCovey corporate office. We use the professional FranklinCovey materials, workbooks, audio CDs, and support resources, which are second to none.  

We are proud of the fact that we are the only official partner in the automotive retail training area of the FranklinCovey Management and Organization Solutions Group. Dealer Synergy is now poised to bring all the dynamic principles of “The 7 Habits of Highly Effective People” to automotive retail leaders, managers and sales professionals in this highly charged competitive landscape. Dealerships that lack strong organizational and motivational skills will be at a distinct disadvantage in the market.  

Auto retailers clearly need to work on building leadership traits and time management principles that have helped thousands of businesses succeed and need training to continually develop strong teams within dealerships. Laying a foundation of taking proactive steps will better prepare auto dealers to maintain profits, retain valued employees and sell more cars, more often and more profitably. 

AS: I was very impressed with the presentation I saw at last year’s Synergy Session in New Orleans, where FranklinCovey conducted a workshop on the “7 Habits of Highly Effective People.” It is amazing information.

KB: I agree — FranklinCovey philosophy is embedded into my whole life now. I have been able to achieve a work / life balance practicing the philosophy of Dr. Stephen Covey on time management, organization and leadership.  

What most people in our industry do not know is that I have a complete separate life other than being a business owner of multiple companies, the VP of Dealer Synergy, a FranklinCovey Trainer, an NSA member, a WAAI member, an author, or even as a mother and wife. I am also “Karina Bradley.” I am a professional model; I model high fashion, glamour, I have done runway, TV commercials, and starred in numerous major music videos. I also am a professional singer; I am currently in the studio recording my debut album. I have two singles out right now “Buy Me That” and “Dance Floor Diva.” I will be in Brooklyn on September 19, 2009 performing my second single “Dance Floor Diva” at Club Avion.  

AS: That is truly amazing that you have two totally separate lives going at once. Where did all of that come from? And how do you manage it all?

KB: I modeled professionally and was a singer before I got into corporate America, I just did not want to make it on my looks. A lot of times people look at me and only see that I am an attractive woman, they do not even think that I am a smart, strategic entrepreneur. So, I decided early on that eventually, looks fade. I wanted to create a career in business. I did that but I felt like something was missing. I missed performing… I just missed it. At first, I didn’t think it was possible to get back into it. Sean and I run multiple companies, and I thought that there was no way I have any time. I am a business owner, mother, wife, and more.  

But, I have been so influenced by Sean’s philosophies and energy and with FranklinCovey, I realize that people can do anything that they put their mind to. We truly can. “If you want the things that other people don’t have, you have to be willing to do what other people aren’t willing to do to get them,” like work hard and work smart. FranklinCovey’s “Focus” Training and “7 Habits of Highly Effective People” Training have equipped me with the skills to time manage and organize. I am also blessed with a whole team of support staff behind Karina Bradley Inc.  

AS: Tell me about that. I have heard that you are working with technology experts in the automotive industry on the Karina Bradley projects.

KB: Absolutely! Sean and I are blessed to have wonderful teams at both Karina Bradley Inc. and Dealer Synergy that work on projects like my various Web sites and social media sites (see sidebar). 

But, we are also blessed to have amazing friends in this industry that are also technology experts. For example, TK Carsites, led by Jim Rucker, has assisted Karina Bradley on social media sites like Twitter. In a matter of weeks, thanks to TK Carsites, I had more than 2,200 Twitter followers. 

The Dealer Synergy Technology Division set up the Karina Bradley Flickr account, and in less than five months on Flickr, I have almost 500,000 views for free, just on my images. 

I have even enticed Ralph Paglia from ADP to assist on the Karina Bradley project. It is amazing to have some of our industries top experts working with me on the project. It means a lot that they believe in me. What is amazing is that, in less than six months, Karina Bradley has almost broken 1,000,000 views on all of my combined media. In less than six months. I have taken everything I have learned in business, technology, Internet sales, business development, FranklinCovey, Dealer Synergy and have applied it to another industry — the entertainment industry — and it is working beyond belief. Same principals, same results. 

AS: Wow! You are an amazing woman, Karen. Thank you for taking this time to speak to me and our readers. Anything you would like to add in closing?

KB: First, thank you for the opportunity and interest in interviewing me, Susan. I am a big fan of AutoSuccess. 

Second, I would like to close by letting everyone know that I am very excited about this year’s Synergy Session in Atlanta, Georgia, on October 5-7. I will be co-facilitating the entire day on the Oct. 7 for the FranklinCovey “7 Habits of Highly Effective People” Associates course. I hope to see all of you there. So, if you want to meet me in person, this will be a great opportunity for you to do so.  

If you want more information on Karina Bradley, just log onto my Web site and social media sites, or call 866.338.7112. I look forward to hearing from you all!