Welcome to On The Lot.

Dealers rely on manufacturers’ reps to help train sales teams, but most reps aren’t sales trainers, most product training doesn’t translate to real selling, and training breaks down when it depends on physical presence alone rather than a system.

Add turnover, new hires, and show season pressure, and the result is predictable: gaps in knowledge, inconsistent selling, and good people making avoidable mistakes on the lot.

On The Lot exists to solve that problem.

I work across seven states spanning more than 750,000 square miles and support hundreds of salespeople at dozens of rooftops. Even with the best intentions, training can fall short when it depends on being in the right store at the right time.

This platform is built to become a growing library that duplicates the coaching, product insight, and real-world selling conversations I normally bring into stores with new content added regularly.

It’s practical, one-on-one style coaching designed to improve your sales team’s performance in real conversations.

As we head into show season, the first video addresses a mistake I see constantly: salespeople accidentally giving away their authority while trying to be helpful and why that mistake costs them control faster at shows than anywhere else.

Here’s the first post:
https://www.thervz.com/p/don-t-give-away-your-authority

Forward this newsletter to your teams so they can sign up. Use it for onboarding as the content grows. Revisit it when turnover happens.

This works when it helps salespeople handle real conversations better. That’s what it’s built to do.

If there’s a topic you want covered, hit reply and tell me. I read every response.

Thanks for being here

Zach

How to Use On The Lot

This isn’t a newsletter. It’s a training tool.

Sales training fails when it depends only on physical presence, and turnover guarantees that gap keeps reopening. Here’s how to get the most value from this:

1. Share it with your entire sales team
This is designed to be forwarded. Use it during onboarding and before busy season so everyone hears the same message, framed the same way.

2. Use it as reinforcement between visits
This keeps the same coaching, language, and expectations in front of your team—even when I’m not physically in the store.

3. Revisit specific topics when issues come up
When a team struggles with control, objections, or product positioning, point them to the relevant post or video instead of starting from scratch.

4. Treat this as ongoing, not one-time
This isn’t meant to be consumed all at once. New posts are added regularly, each focused on real conversations that cost dealers time, authority, or gross when they go wrong.

The goal is simple:
consistent, real-world training your team can actually use.