It doesn’t matter if your name is on the building or if you’re “just drawing a paycheck,” your dealership’s online reputation is quickly becoming the most important attribute of your long- and short-term marketing strategy. Even if you’re

Please open up your wallet, pull out a $50 bill, walk over to the nearest trash receptacle, and throw away your money. What do you mean ‘no?’ Of course, it sounds foolish, but that is what your sales team is doing with your money right now. There

It’s hard to believe that virtually no one understood the concept of e-marketing just 15 years ago. In 2010 the digital transformation of every aspect of advertising, marketing and communication is mind-boggling. I asked CBC’s e-marketing expert

As the tools needed to compete for Internet sales proliferate, it’s become more difficult for dealers to assess their digital marketing efforts, ensuring that they are best equipped to outsmart the competition. New tools and features are regularly

Are you completely buttoned down in your sales processes to manage the 12 key steps in Internet sales? At my company, for the past three years we have closely studied the Internet sales process. By observing our dealer customers across the country, w

For many dealers the message is becoming clear that it’s time to get video off the “to do” list and onto the Internet to capitalize on what customers have demonstrated is their preferred method of receiving information. A recent panel of automo

The battle is over. The customer now controls the car-buying process, and it is up to the dealer to support, advise and encourage the customer along the way to the sale. Dealer actions that seek to control the process — such as hiding informati

The close is the ultimate measurement of the effectiveness of a sales process.  Retailers around the world go through countless steps to drive interest in their product but it is wasted energy if it doesn’t translate into sales.  Really nice and

Several years ago I shared my 10 favorite advertising/marketing books and got some great feedback from readers who bought and read many of them.  Let’s update that list to 2010 with a list of my 10 favorite new reads on advertising and marketing,