Do you remember this slogan? AdAge.com ranked it one of the top “Slogans of the Century”, along with: “Just do it” (Nike), “Tastes great, less filling” (Miller Lite), and “We try harder” (Avis). “Let your Fingers do the Walking” w

Two years ago I wrote an article on the importance of local dealer research, and why “throwing your advertising budget dollars against the wall,” hoping some of it will stick just won’t work anymore.  Well, of course it might work, but certain

Terry is a Chevy dealer selling 200 plus new vehicles a month with better than average grosses in his region. We met about 14 years ago at a “20 Group” meeting I spoke to regarding advertising strategies. A lot has changed in those 14 years and t

I recently saw a vehicle advertised on a dealer website that caught my attention. This pre-owned car was advertised as a “CarFax One Owner”.  Upon further investigation, I discovered that the “one owner” was a rental car company. Even though

The 10th Digital Dealer Conference & Exposition in Orlando last month was the best ever.  One major concern though:  I still hear way too many dealers and partners say, “We can’t handle the calls.”  Yes you can! Train everyone to “huma

Do you really know what your customers think about your business? In a previous article, I spoke about the growth of social networks like Facebook and Twitter as key venues consumers use to share feedback about your dealership. With over 50 million t

Interacting with informed customers can be a challenge as dealers try to overcome their concerns throughout the shopping process. In this month’s article, I provide practical tools to help salespeople conquer this obstacle. Please keep in mind that

My dear friend “Jolly John” Pulsifer was greeted by St. Peter on February 19 of this year at the age of 74, with 50 of those years in the business he loved, surrounded by the people he loved. I’m sure the first words out of John’s mouth were

It’s a tough market. Definitely getting better, but still a challenge to even the most seasoned, experienced dealers. Some of the dealers I’ve spoken with over the past few months have been trying new low-cost marketing ideas suggested by employe