Every sales person claims that they have the greatest opportunity that you can’t live without. A key is testing and validating opportunities that make logical sense. Are these concepts producing measurable results (gross dollars and/or car sales)?�

Twenty years ago, branding and marketing decisions were easy. Think about it: Who bought your radio and television advertising? Who approved and often appeared in your commercials and print ads? Who approved your outdoor signage? If you were a single

For decades, I have (and still do) participated in, observed, run, trained and delegated various meetings. From my ongoing experience in the field, far too many “meetings” are either the “Coffee is for Closers!” fear based attempts to maximiz

In last month’s article, I opened with the thought that one of the reasons salespeople fail to make a connection with online customers is the continued use of outdated responses to shopper questions and concerns. These responses fail to influence c

Of the 20 books I’ve read on advertising in the past year, two stand out as must reads for anyone involved in dealership marketing. The first is “Cashvertising” by Drew Eric Whitman, published in 2009 by Career Press. Whitman has taught the psy

In the car-buying process, there is a gaping chasm between the consumer’s expectation and their experience. The best practice Internet dealer does everything possible to narrow the gap. The data is clear: the customer wants a good price, communicat

Hello and welcome to this week’s edition of Beggs on the Used Car Market. Thanks for tuning in. The slightly delayed spring market was still present on the auction lanes this past week.  Activity was great, values were solid with 55% of the adjust

Tackling the tough issues with grit and optimism is something the Scott Family has been doing for four generations.  So when the recent economic downturn hit the automotive industry, Dealer Principal Andy Scott and his son Douglas P. Scott met its c

Lori Hammond, Internet director of sales for Conicelli Autoplex, in Conshohocken, PA, has built from the ground up an Internet sales organization with a track record that’s hard to beat.  Conicelli Autoplex is among the top four leaders nationwide