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

It’s hard to believe that virtually no one understood the concept of e-marketing just 15 years ago. In 2010 the digital transformation of every aspect of advertising, marketing and communication is mind-boggling. I asked CBC’s e-marketing expert

The time has come. Your dealership’s DMS contract with a large, expensive legacy provider is ending. Your search for a new DMS partner is beginning. Which DMS is best? The answer is: it depends what your needs are. One thing that’s certain is whe

I recently moderated a roundtable of Internet and BDC managers at the 8th Digital Dealer Conference in Orlando, Florida and one of the objectives of the attendees was to find a good ILM, DRM, ERP and CRM software. For many of us “old timers” out

As the tools needed to compete for Internet sales proliferate, it’s become more difficult for dealers to assess their digital marketing efforts, ensuring that they are best equipped to outsmart the competition. New tools and features are regularly

Are you completely buttoned down in your sales processes to manage the 12 key steps in Internet sales? At my company, for the past three years we have closely studied the Internet sales process. By observing our dealer customers across the country, w

The battle is over. The customer now controls the car-buying process, and it is up to the dealer to support, advise and encourage the customer along the way to the sale. Dealer actions that seek to control the process — such as hiding informati

The close is the ultimate measurement of the effectiveness of a sales process.  Retailers around the world go through countless steps to drive interest in their product but it is wasted energy if it doesn’t translate into sales.  Really nice and

For dealers, your store often tells the story of your life. This is especially true for those second- and third-generation dealers. Every day, your dealership puts on a show for the consumer. The customers are your audience and you are the director.