SALES & VARIABLE OPS

A Goal Without a Plan is Just a Wish

A Goal Without a Plan is Just a Wish

By Michael Renaud, General Manager, Alan Ram’s Proactive Training Solutions It’s a brand-new year and with that comes a chance to start over. New dreams mean bigger goals and for some of you, this is your shot to hit the reset button. No looking back, just charging...

8 Practical Sales Strategies to Drive Customer Engagement

8 Practical Sales Strategies to Drive Customer Engagement

By Lawson Owen, Founder & CEO, Proactive Dealer Solutions Auto retail is moving away from “lead capture” and toward customer interaction because car shoppers are more educated and want more control over the buying process. As a result, the goal of the salesperson...

Making The Most of the Inventory Shortage

Making The Most of the Inventory Shortage

By Jose Morales, Director of Strategic Partnerships, Applied Concepts We all know that with the current inventory shortage, it is pretty easy not only to sell a car but to make a healthy profit. The question is, at what cost? The sales staff at auto dealerships have a...

Is the Road to the Sale Dead?

Is the Road to the Sale Dead?

By Sean Reyes, Chief Marketing Officer, Recall Masters For decades, dealerships have followed a specific formula when dealing with car shoppers. Why? Because, for the most part, it worked and led to not only a sale but a transaction that would ultimately result in...

Should We Say Goodbye to F&I for the Sake of Customer Experience?

Should We Say Goodbye to F&I for the Sake of Customer Experience?

By Arnold Tijerina, Director of Business Development, Dealer World In this day of shrinking front-end margins on vehicles, you have dealers increasingly battling it out at auction for used car acquisitions and customers demanding a more streamlined buying process....

Good-Bye, Mr. Sales Manager

Good-Bye, Mr. Sales Manager

By Tom Kline, Lead Consultant & Founder, Better Vantage Point This is a real letter of a real dispute from a real customer who was really upset. The content is real. (The content inside the parenthesis is not.) “Good Day, Mr. Sales Manager (Who every car dealer...

5 Practices of Successful Sales Managers Today

5 Practices of Successful Sales Managers Today

By Dan Dulik, Director, Product Marketing, CDK Global/Elead As a dealership Sales Manager, your role is to build, cultivate, and manage your team. But how do your responsibilities change when there’s virtually no new inventory on the ground and your sales team may...

The BDC Agent Play Plan That Works

The BDC Agent Play Plan That Works

By JoAnn Bedenbaugh, Sales Director, Volie  Working in a call center (and yes, an in-house dealership BDC is a call center on a smaller scale) is very boring and very stressful. There should be an extra financial reward for agents who work hard, make appointments, and...

An Intense Follow Up Plan for Successful Car Sales Consultants

An Intense Follow Up Plan for Successful Car Sales Consultants

By Susan Gaytan, Director of Dealer Engagement & Training, Alan Ram’s Proactive Training Solutions It’s hard to believe that 2022 is around the corner and I think we can all agree this year has been an eventful one. The demand for both new and used vehicles has...

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