Imagine a dealership that only tracks closing ratios against write-ups. That team may or may not be doing a solid job. If the write-up percentage against walk in traffic is good, then the team is performing. If the write-up percentage is poor, the de

You have bad breath. It hurts you to hear that, I am sure, but someone had to tell you. I think it is better that you hear about it from me now, rather than from someone talking about you behind your back. God forbid you find out that all of your fri

What dealers can expect through the arbitration process By the time you read this article, the deadline for Chrysler and General Motors dealers to seek a reinstatement of their franchise pursuant to new federal legislation may be near or already pass

Incoming National Automobile Dealers Association Chairman Ed Tonkin is a second-generation dealer from Portland, Oregon, who says he wants to help reshape NADA into a more efficient organization and involve more of the 62-plus directors around the co

About 10 years ago I wrote my first article in Dealer magazine on the concept of “spiral integration.” The objective is to utilize each advertising medium’s greatest strengths to complement and enhance the effectiveness of other mediums and pro

Recently, I wrote an article, “Back to Basics,” about the need for salespeople to refocus attention on their phone interactions with customers. After listening to actual calls, mostly inbound, it was apparent that this important part of the sales

When shoppers visit your web site, are they greeted with an experience that is tailor-made to them? You already know that in order to be successful, you need to arm yourself with dynamic web site design, strong search engine optimization campaigns an

The manufacturers failed with the retail dealer invasion, but are they attempting to use colonization as a means of controlling the dealer and should this be a concern for retailers? The relationship between the manufacturer and the dealer has always