The
NEXT Consulting
Playbook
Sam Boswell Automotive Group
Sales performance, leadership accountability, and floor execution in one operating manual.
Core Principles
We chose an aggressive 7-day cadence (3×3 → 2×2 → 1×1) to maximize engagement while the lead is hot. After Day 7, leads transition to newsletter nurture. All messaging steers toward phone conversations — text is a supplement, not a replacement.
- →17+ touches across 7 days
- →Customer responds → automation stops
- →Salesperson takes over manually
- →No messages outside 8 AM – 8 PM
- →Engage leads before they go cold
- →Build value, not just quote price
- →Introduce the Boswell Advantage early
- →Transition gracefully to newsletter
- →Assign lead stage (Hot / Warm / Nurture)
- →Enter Sam Boswell Newsletter
- →Sends 1st and 15th monthly
- →Tekion allocation: 10K emails/mo
Playbook Sections
Days 1–7 follow-up system (3×3 → 2×2 → 1×1) with templates for every touch.
Separate cadence for inbound phone leads — higher intent, faster response.
Response time expectations, round-robin reassignment, and after-hours protocol.
Hot, Warm, and Nurture classifications with deal flag workflows.
Day 8+ newsletter content rotation and CAN-SPAM/TCPA compliance.
Concierge Tool, TradePending, and appointment confirmation logic.
Boswell Advantage and Advanced Equity Program — what they are and how to present them.
Training schedule, phone vs. text guidance, and daily scripting practice.
Printable laminate card with the full system at a glance.
Strategic alignment sign-off — Value at Stake and General Manager acknowledgment.
Formal FMX ownership charter with initiative acceptance and dual signatures.
Directive tracking, daily visibility reporting, weekly pulse review, and 90-day scorecard.
Say/Do tracking, FMX scoring, resistance logging, and DP escalation brief.
Implementation Notes
Tekion Build
CRM ConfigUse lead creation time as the trigger. Event-driven triggers are not available. If the workflow builder can't support this natively, build as ad hoc campaigns.
Admin
Point of ContactBrad is the Tekion admin who will configure stages, templates, and automation rules. He is the single point of contact for all CRM configuration.
30-Day Pilot
LaunchShawn and Josh will be on the floor collecting data on effectiveness. Track response rates per day across the 7-day cadence to optimize which touches perform best.
Monitoring
CompliancePull unsubscribe rate report weekly. Flag immediately if email unsubscribe exceeds 0.5% per send or SMS opt-out exceeds 1% per send. Monitor Verizon spam flags on text volume.