Are you as amazed as I am that the year is almost over? The good news is you still have ample time to pump up the volume in 2010 but you may have to re-think your traditional advertising mindset. In some markets the political ads for this mid-term el

If process is the foundation of superior Internet sales performance, then structure and people are what leverage that foundation to create success. Implement the right structure and people and your sales will soar. What structure and people optimize

While I was on a conference call with a dealer-client the other day, the Dealer Principal commented on the fact that his Internet sales manager had just reported that last month was “a record month for the BDC.” The dealer principal responded ver

In April, I attended the 8th Digital Dealer Conference and Exposition in Orlando. It’s a strong conference that’s held twice a year – once in the spring and once in the fall. I have noticed a definite transition from five years ago when the att

Don T. is a second generation import dealer who regularly sends me e-mail updates on success milestones at his family’s dealership. “We’re ahead of last year for the past 3 months,” says Don, “and we’re looking for the best August ever!�

What is the impact of word choice on sales? In a word, dramatic. When a customer submits a lead to a dealership, it is best practice to execute a multi-vehicle price quote within 10 minutes. It is also best practice to follow with a phone call in 10

While there has been much written about every business’s need to dive head first into social media – and even a few articles recently that attempted to put a dollar value on a Facebook fan – nearly all of these discussions miss the mark for

I remember my first Consumer Reports customer. He came into the dealership looking for a used car, carrying a copy of the magazine and consulting it frequently. If a car didn’t measure up to the editors’ standards, my customer wouldn’t look at

BDC is one of the most incorrectly overused terms in the automotive retail environment. Far too often, the roles and responsibilities of the employees working in these “business development centers” are doing no developing at all. They are simply