In the automotive industry and beyond, there is a plethora of different CRM choices. Visiting any of the trade shows geared towards dealers would provide a quick education on the daunting range of offerings. Some CRM products are basic, while others

During my recent workshop at the 10th Digital Dealer Conference and Exposition, I discussed some of the best ways to select and accept your next DMS system. One of my favorite ideas is to use a technology committee that consists of a variety of membe

How many email addresses do you have in your DMS database?  Most have less than 25%.  You might want to do a count today to see what progress you’ve made collecting email addresses. What if you needed to tell all your customers about a rebate tha

We work with multiple dealer groups, and they all have their own preferences on how inventory and leads are routed.  Some have two OEM flags under one roof and share a DMS, others have multiple rooftops and one pre-owned lot with each running their

For me, the best part of NADA is being an “industry expert” at the very popular Dealer magazine booth. Not only do I get to see some of my favorite long-time dealer clients like Ron and Gary, but I also get updated on some of the latest technolog

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)?�

Hopefully you’re going in the door of your dealership today with some objectives like more service business, higher used gross profit, and better new closing ratios. Make a wish list of these items based on a breakeven analysis and then determine t

(Bear with me here – this one will eventually come back around to the Internet sales team.) Today I feel compelled to deviate from my regular article topics covering Internet sales and digital marketing to alert you to an area of your dealership th

How many times have you wished you had an extra hour or two in a day to accomplish everything that you’ve scheduled? The old adage “Time is money” cannot be understated. For a car dealership, a typical day may include a sales meeting, walking t