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

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

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the thought that one of the reasons salespeople fail to make a connection with online customers is the continued use of outdated responses to shopper questions and concerns.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

“Sourcing mode” is a term that applies to those that are always shopping for a great price, and are always adding new suppliers that have the latest and greatest pricing for the supply or service they are responsible for buying. Sometimes your te

In the car-buying process, there is a gaping chasm between the consumer’s expectation and their experience. The best practice Internet dealer does everything possible to narrow the gap. The data is clear: the customer wants a good price, communicat

Hello and welcome to this week’s edition of Beggs on the Used Car Market. Thanks for tuning in. The slightly delayed spring market was still present on the auction lanes this past week.  Activity was great, values were solid with 55% of the adjust

Lori Hammond, Internet director of sales for Conicelli Autoplex, in Conshohocken, PA, has built from the ground up an Internet sales organization with a track record that’s hard to beat.  Conicelli Autoplex is among the top four leaders nationwide

(Bear with me here – this one will eventually come back around to the Internet sales team.) Today I feel compelled to deviate from my regular article topics covering Internet sales and digital marketing to alert you to an area of your dealership th