Throughout the history of our automotive industry – and even more so as we increasingly progress into the digital era – dealers have been focused on gaining more leads. Just about every widget and message on dealer websites has one single goal �

When I started in the car business 18 years ago, my CRM was a sharpie marker, and a big binder of handwritten guest sheets. We had a couple of excel documents that we printed out and we color coded appointment shows, no shows, sales and dead deals. A

How do you spot potential leaders in your organization? Is it the person that keeps asking for the promotion, for more responsibility, and has the drive to push their way into a leadership position? Probably not. To paraphrase Oswald Sanders, “The

My recent conversations with dealers reveal three common concerns about their used vehicle performance. I thought I’d use this article to address them and offer recommended cures. Softer sales: Despite a relatively strong used vehicle market, I’m

Last week I had a call from a young man whom I have come to respect due to his commitment, courage and tenacity as a new salesperson in the automotive field.  He is a rule follower, develops solid relationships with his customers, assists his team m

“If you have always done it that way, it is probably wrong.” – Charles Kettering “Innovator,” “disruptor,” “game changer” all phrases describing today’s most successful companies. How do you develop a creative culture in your

I’ve got a test for you this Hard Facts Friday- make a search that your business SHOULD rank for and click through the pages of hits until you reach your site. Were you ranked on the 1st page of Google? If so- you’re an SEO master and I applaud y

Jenny. Tommy Tutone said it in 1981 and many of you reading this know that number. It’s Jenny’s number. And we remember it. Why? Sure, it was a catchy song and has become a staple in early pop music, but it does hold a hidden gem that every car d

Chip King explains the importance & benefit of treating people right on the telephone and how it can improve a dealership’s results.