Auto Retail News

Every sales person claims that they have the greatest opportunity that you can’t live without. A key is testing and validating opportunities that make logical sense. Are these concepts producing measurable results (gross dollars and/or car sales)?�

Twenty years ago, branding and marketing decisions were easy. Think about it: Who bought your radio and television advertising? Who approved and often appeared in your commercials and print ads? Who approved your outdoor signage? If you were a single

Negative and intentionally false online comments In 2010 dealers spent more on online advertisements than print media. The explanation is simple: Greater than three-fourths of new-vehicle buyers (79%) use the Internet during the shopping process.  H

For decades, I have (and still do) participated in, observed, run, trained and delegated various meetings. From my ongoing experience in the field, far too many “meetings” are either the “Coffee is for Closers!” fear based attempts to maximiz

Which is harder: knowing or doing? Almost everyone understands that “doing” is harder than “knowing.” I agree, but the first step in the knowing/doing process must be, by necessity, “knowing.” It is the height of absurdity to demand that

The only tattoo I have is the scar from a smallpox vaccination I received when I was ten. Everyone in school received the vaccination. Everyone has the scar tattoo to prove it. These vaccinations were apparently mandated by a governmental agency whic

In last month’s article, I opened with the thought that one of the reasons salespeople fail to make a connection with online customers is the continued use of outdated responses to shopper questions and concerns. These responses fail to influence c

Hopefully you’re going in the door of your dealership today with some objectives like more service business, higher used gross profit, and better new closing ratios. Make a wish list of these items based on a breakeven analysis and then determine t

Of the 20 books I’ve read on advertising in the past year, two stand out as must reads for anyone involved in dealership marketing. The first is “Cashvertising” by Drew Eric Whitman, published in 2009 by Career Press. Whitman has taught the psy