Dealer OPS & Leadership
Reverse Alchemy — Tips to Avoid Becoming an Empty Lot
Since manufacturers are only building on demand, are you aware that you could probably pile up all the gold in the world solely on the empty spots in your new car lot? The reason why gold is so valuable is because the total supply of world gold could be displayed as a...
SMAART Objectives for 2011 Planning and Execution
Now is the perfect time to begin planning for expense reductions in 2011 if you haven’t already done so. From the supplier and expense side of your business, if you are like most dealers, you have the following facts to contend with: Active management of expense...
Get Focused on More Effective Advertising
As we head into the holiday season, this is the perfect time to get focused on creating a more effective advertising message and media plan. I’d like to suggest a two-pronged program that will help you define both: focus groups and message management. Over the past...
Secrets of the Best Automotive Sales Consultants
Being in the industry for 26 years, I’ve had the privilege of talking to, working alongside with and managing some of the best sales people in country. Through the years, I’ve compiled a list of the common characteristics of this elite class of professionals – I’m...
Pay Attention to Your BSometer
Imagine playing golf in pitch dark. The acrylic golf ball has a glow stick running through the middle. This hard plastic ball flies substantially less than the normal Titleist. On the good side, as long as your shot isn’t in the woods or the lake, you can easily find...
Share Your Second Sense
As we all know, we wouldn’t be where we are if we weren’t good at something. If you’re like me, you probably have one good thing that you do better than most anyone else. And, if you’re really like me, then you have no trouble telling anyone what that something is. I...
Translate Customer Buying Motivations into Scheduled Appointments and Sales
With so much focus on generating leads for your dealership, it’s important to recognize that success isn’t measured by the number of leads generated. As always, the bottom line literally is the bottom line; the number of cars sold and total profit earned. Granted, to...
Social Networking: The Gift of Friendship?
Close your eyes. Right now. Close your eyes. Okay, open them. I just realized you wouldn’t be able to read the rest of the instructions. After you close your eyes, I want you to put yourself in the shoes of your customers. Share their mindset. I know it is hard, but...
There’s No Room for Sea Lawyers in the Automotive Industry
As some of you may know, I served in the United States Marine Corps back in the 1980s. I was lucky, and was allowed to spend most of my time in the service sitting on the tropical island of Guam. While I enjoyed serving with nearly everyone I met in the Corps, there...
Join us for Digital Dealer Las Vegas 2021