About 10 years ago I wrote my first article in Dealer magazine on the concept of “spiral integration.” The objective is to utilize each advertising medium’s greatest strengths to complement and enhance the effectiveness of other mediums and pro

At the recent 7th Digital Dealer Conference in Nashville, I got to spend quite a bit of time visiting the booths in the Expo Hall. Compared to NADA, where it is hard to spend time with the exhibitors, the Digital Dealer conference has booths and refr

Recently, I wrote an article, “Back to Basics,” about the need for salespeople to refocus attention on their phone interactions with customers. After listening to actual calls, mostly inbound, it was apparent that this important part of the sales

The manufacturers failed with the retail dealer invasion, but are they attempting to use colonization as a means of controlling the dealer and should this be a concern for retailers? The relationship between the manufacturer and the dealer has always