As everyone knows, the East Coast, particularly New York and New Jersey, were devastated by Superstorm Sandy in late October. The loss of life, human suffering and property damage were tragic. Fortunately, heroes with the Red Cross, police, firefight

By the time you are at the point of considering how you want to compensate your business development center team, you have committed to the program and have decided what type of BDC you will have: A large, full service BDC that includes customer serv

I learned how to earn real money in this business years ago from a co-worker, Mario. Mario owned the sales board, but he rarely if ever took an up. Until I figured Mario out, he made my green pea life miserable. He never stood point waiting for ups o

Talk to any marketer, and they’ll likely tell you about the importance of customer loyalty. The axiom states that it’s much less expensive to make a sale to a current customer than it is to win a new one. No question — building customer loyalty

The price of going higher is change Begin, start, commence, institute, inaugurate, initiate. There is something refreshing and optimistic about these words, whether they refer to the dawn of a new day, the birth of a child, the prelude of a symphony

Nothing turns my stomach more than a retail business person who whines the old saw ‘you can’t fight Santa Claus.’ For the past 30 years I’ve worked with great dealers that turned their respective marketplaces upside down by doubling, tripling

Automobile ads give the impression that women consumers are all mid-30s, lean, attractive and married, without children. (Most ads tend to portray women this way. It’s not just an auto thing.)  The reality is that women buyers come in all differen

Solid advice from a successful dealership manager As I sat down to write this month’s  article searching for a useful topic, I began pondering all the experiences I could write about  from visiting dealerships in just the last month, as I was

A customer walks onto your lot and you knock on the glass window of your store to alert the salesperson on the point to greet the customer. The minute the customer steps foot out of their car and shows their face, your sales team surrounds them in an