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How Much Progress?

In 1995, when the first online car-buying program was made available to the general public, the premise was two-fold. The idea was to use the Internet as a way to provide consumers upfront pricing within a customer-satisfaction oriented buying proces
Apr 4, 2012

The ISM Metamorphosis

There is a fundamental shift that occurs for many Internet sales managers. Though most were hired to manage Internet leads, make phone calls and sell cars, the evolving state of our industry has required them to take on more roles. With these new res
Apr 4, 2012

In your Face…Up your Ads!

Can “in your face” messaging up your advertising effectiveness? Advertisers who know the secrets of in-your-face marketing say it’s the only way to go in the ever-increasing clutter, confusion and hyperbole of the zillions of messages assaultin
Apr 4, 2012

Is your Dealership Truly Benefitting from Technology?

If you’re over 45 years old, you probably remember the first remote control you ever saw – I sure do. Even though wireless remotes for televisions had been commercially available since the 1950s, I didn’t see my first one in someone’s home un
Mar 28, 2012

Buttoning Up Your Brand!

I love to ask dealers what their “brand” is and then listen to the response. Ninety percent of the time dealers respond with the makes and models they are selling. I follow up by saying: “No, not the brands of vehicles you sell, what is your br
Mar 23, 2012

Mercedes Benz Issues Dealer Improvement Addenda

On the heels of the major changes made to the Mercedes-Benz Dealer Agreements last month, Mercedes-Benz is now asking dealers to sign a “Dealer Improvement Addendum.” These Addenda appear to be sent to any dealer which Mercedes-Benz believes is n
Mar 20, 2012

It Really is Becoming David v. Goliath Out There

Surely everyone is familiar with the biblical David versus Goliath story. In the original, the much smaller David defeats Goliath by launching a single stone from his sling into the giant’s forehead. Case closed – David wins. If only it were that
Feb 1, 2012

Is your Best e-Focus Social…or Smart?

Okay, I confess. Digitally speaking I’m fairly “un-social” and I still use a “dumb” phone (one of the old Motorola Razors that I bought on eBay because they haven’t made them in five years.) Not that I don’t have a fairly decent underst
Feb 1, 2012

Refocusing your Message!

What is bringing customers to your dealership? To your website? Identifying the key motivators driving your traffic can dramatically increase your advertising efficiency and effectiveness. Most successful dealerships have learned the lesson of consis
Jan 4, 2012