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The ABCs of Common-Sense Advertising

‘Tiny’ wrote me a great letter recently on the ABCs of common sense advertising. ‘Tiny’ is a lawyer-turned-car dealer who married into an ‘automotive’ family in 1985. His real name is Pete but most of the world knows him as ‘Tiny’ fro
Oct 1, 2010

Get Rid of the Scripts – Master Communications

Business development seems to have many perceptions of its functionality. From my experience, Business development is more than a department. It is a mindset translated into a team’s actions or process. The foundation of business development is bas
Oct 1, 2010

Protect Yourself with Out of Area Deliveries

I’ve had the pleasure to travel to or live in other cultures, mostly because of my dad’s career in the Air Force. I’ve lived in Okinawa and Germany, South Carolina and Texas, California and Illinois. Each of these areas or countries has differi
Oct 1, 2010

Use of Non-OEM Parts in Repairs Could Expose your Dealership to Liability

Many dealerships perform bodywork and mechanical repairs on vehicles which have been in accidents. Generally these repairs are paid for by insurance companies who are doing their best to repair a consumer’s vehicle for the lowest possible cost. One
Oct 1, 2010

Customer Pay Service Work is Declining – That’s Great News for You

As an automotive professional, you always want to stay informed on the latest trends in the industry. Economic forecasts, social behaviors, stock market fluctuation, and shifting political winds are all contributing factors in helping you “know wha
Oct 1, 2010

The Challenge of Scale, Span and Shift

Today’s progressive auto dealer faces three difficult challenges: limited scale, broad span and significant marketplace shift. How he responds to these three challenges will determine how successful his dealership will be. First there’s the issue
Oct 1, 2010

Get Creative! Become an Automotive Story Teller

So, you’ve been assigned the responsibility to write the vehicle comments on behalf of your store. While this may be Internet Sales 101, it is more than apparent that dealers can use a refresher course now and again. As I research dealership after
Oct 1, 2010

In Unfamiliar Territory You Need a Roadmap

With the end of 2010 in sight, it’s time for proactive dealers to begin finalizing their plans for 2011. Where will you be this time next year? What new products, services, processes or procedures will you pilot? What will be the makeup of your tea
Oct 1, 2010

Dynamic Heat Sheet Automation

One of the first tasks that I had in a dealership was typing the daily heat sheet. The fact that I “typed” the heat sheet indicates how old I am and that I still remember this task shows how much of an impact this daily heat sheet had on me. For
Oct 1, 2010