I discovered a well-written, easy to read, instructional paperback written by Gary Vann, the VP of Sales and Marketing for Mighty Auto Parts, a nationwide aftermarket maintenance parts distribution company located in the Atlanta area. Mr. Vann is obv

The entire history of auto sales has been defined by the dealer’s quest to control the selling process. Pre-Internet, that was straightforward: the customer walked in the door, the music started, and the Four Square Dance began. Today, the customer

A friend of mine bought a vacuum cleaner and was proudly touting the features and benefits over a beverage the other night. To hear him talk, it was the Mac-Daddy of all vacuum cleaners. I think it even discards the junk it collects by itself. His en

Listening to my iPod while mowing the yard this past weekend, the Eagles song “Life in the Fast Lane” began playing. Hearing it, triggered an experience I had a few years ago and gave way to my thinking about the power of growth potential

It doesn’t matter if your name is on the building or if you’re “just drawing a paycheck,” your dealership’s online reputation is quickly becoming the most important attribute of your long- and short-term marketing strategy. Even if you’re

Please open up your wallet, pull out a $50 bill, walk over to the nearest trash receptacle, and throw away your money. What do you mean ‘no?’ Of course, it sounds foolish, but that is what your sales team is doing with your money right now. There

In existence for only 20 years, Classic Chevrolet in Grapvine, TX, has been the number one selling Chevy store four consecutive years and is about to make it five. Much of that is due to the culture Owner Tom Durant created that his son Hagen, Classi

Golling Chrysler Jeep Dodge in Bloomfield Hills, MI, was one of automotive retail’s early technology pioneers piloting some of the Internet’s first CRM solutions. Owner Bill Golling and General Manager Joe Ellsasser used technology to help create

I discovered a well-written, easy to read, instructional paperback written by Gary Vann, the VP of Sales and Marketing for Mighty Auto Parts, a nationwide Aftermarket maintenance parts distribution company located in the Atlanta area. Mr. Vann is obv