Dealer OPS & Leadership
The Most Important Factors to Guarantee Internet Sales Success
Heavy title, I know. As those of you who attended last month’s 10th Digital Dealer Conference and Exposition might remember, David Kain and I recently completed a nearly year-long study on what truly separates successful Internet dealers from the rest of the herd. The...
So Do You Want More Lead Conversion Out of your Web Site…Really?
I spend as much time outside of the car business today as I do in it and many of the online marketing professionals I interact with there have recently told me small is cool to customers. Small businesses, they say, have a personality, flavor and sensibility that big...
Dealer Group Web Sites… Play Fair
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 own DMS, and some...
Retention is the New Buzzword for Success!
For the first 100 years of the automotive industry, the main thing you heard about at 20 group meetings, conventions and regional dealer gatherings, was customer satisfaction. With a decline in automotive dealerships and an increase in aftermarket service centers, the...
Lack of Documentation Can Lead to Liability
Proper documentation has been a frequent theme of my articles. Dealerships face potential pitfalls if they fail to document all customer visits accurately. I have tried to offer readers explanations as to why each and every visit by a consumer should be clearly and...
Eliminate Doubt and Satisfy Customers’ Needs with a Consultative Approach
Interacting with informed customers can be a challenge as dealers try to overcome their concerns throughout the shopping process. In this month’s article, I provide practical tools to help salespeople conquer this obstacle. Please keep in mind that the most effective...
Marketing Maxims of Jolly John
My dear friend “Jolly John” Pulsifer was greeted by St. Peter on February 19 of this year at the age of 74, with 50 of those years in the business he loved, surrounded by the people he loved. I’m sure the first words out of John’s mouth were “Hi-Ho St. Peter!” I met...
Dealership Facility & Image Programs – Cost Reduction Opportunities
Dealership sales are growing once again and so too are the demands on the dealer’s time, their staff’s time and their financial resources. It seems like most manufacturers have some sort of required image program, requirements for facility upgrades or renovation...
The Japan Disaster and Vehicle Allocation Concerns
The Japanese earthquake and tsunami have rocked the automotive world. Honda has reported, at the time of this writing, that it is still not able to manufacturer the Fit small car, the CR-V crossover and the Acura TSX sedan. Toyota announced that it will resume only...
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