Dealer OPS & Leadership
6 Do’s & Don’ts of Dynamic Inventory Campaigns
It’s a question I’m hearing from dealers on a regular basis: “What are the pros and cons of inventory-based search marketing campaigns?” After all, when you look out your windows at a sea of new and used vehicles in need of buyers, it’s natural to look for ways to...
How to Handle a Prenup in the Family Business – “We Are Not Making Hamburgers”
Prenuptial agreements, often times, is a topic of discussion that arises from the diverse nature of succession planning when addressing the variety of issues that impact succession planning . These discussions generally amount to deep dives into the dark side of...
Is it Decision Time, Teaching Time, or Leadership Time?
A lot of my clients tell me the “process” that they went through to make a decision to hire a consultant. Most of the stories are embedded with much anxiety as to what to do. Client #1: This Dealer was on the fence as to whether his manager was “the guy.” The client...
Memories are Forever, Time is Not
We are fortunate to move forward with it. However in a lot of cases we can tend to dwell on, not only the past but having the perception that the future should follow it and I have found, my brothers and sisters, that it doesn’t. I was a child of the fifties, a stone...
The 4 Rules to Sales Success
Having been a Sales and Management Consultant in the auto business now for nearly three decades, I have had the great privilege of meeting some of the best in our business. One thing I have found is that those who really excel and achieve great success are usually...
Survey Says… Surveys are a Valuable Automotive Marketing Tool!
Most automotive dealerships and businesses are currently doing some form of marketing. You may be sending out email newsletters, notifying your customers of their appointment times with quick text message reminders, and even advertising your vehicles and special...
Selling with Confidence!
Selling is a transfer of emotion. If your advisors are knowledgeable, confident, and passionate about the services they are offering, then vehicle owners will be more likely to buy. “People buy confidence,” according to Danielle Wallace, Marketing Coordinator with BG...
Interview with Dominic Papa, Owner of Papa’s Automotive Group
For 66 years, Papa’s dealerships have been a mainstay in Connecticut. Adding Dodge and Jeep in 1967, and then Chrysler in 1988, Papa’s has become the top selling Chrysler dealership in the New England area and in the state of Connecticut. It’s also been one of...
Four Operational Challenges for Dealers To Address In 2014
If I were to offer a two-word outlook for the coming year it would be, “cautiously optimistic.” Don’t get me wrong. I think 2014 will be a strong year, and perhaps a repeat of the sales and profit success dealers achieved in 2013 in both new and used vehicles. But I’m...
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