Dealer OPS & Leadership
The 10-Minute Dealership: Building the Organization
The arrival of a lead is the moment of truth. Best practice is to execute a multi-vehicle price quote right away every time, followed by a phone call in 10 minutes. The dealer who consistently delivers his customer a 10-minute call in response to an Internet lead is...
Technology and Zen Time Management
I recently gave a webinar on Zen time management to controllers and office managers. Over the years I’ve created various technology tools to enable controllers to get more time in the day by downloading from their DMS to Excel. This webinar opened up a new way to use...
Business Development is for Sales Reps too!
Cross training and team building are critical Are your business development and Internet sales teams integrated with your experienced sales team, as documented in your store’s playbook? If you do not have a defined process with a back-up plan for each scenario, it may...
Alex Jefferson, Director of Internet and Sales Training, Proctor Dealerships
Alex Jefferson is the Director of Internet and Sales Training for the Proctor Dealerships in Tallahassee, FL. He sits down with Digital Dealer magazine and shares his insight of where technology is going in automotive retail, the changes the industry has seen with...
The Boeckmanns, Galpin Motors
The Boeckmanns could be called automotive retail’s First Family. Patriarch Bert Boeckmann and his wife Jane are celebrating their 50th anniversary as owners of Galpin Motors, the last 20 as Ford’s top selling dealership. Including Ford, Galpin sells 11 brands in the...
And the Aftermarket Survey Says??
Each year the bible of the quick service industry National Oil & Lube News, now 25 years young, conducts a comprehensive survey of quick service centers across the country. The survey is conducted using both mailed and online data collection, and this year some...
Develop a Red Belt Mentality
The people in your organization will shape its culture, starting with the attitude, mindset, behaviors, character, and competence of the leader. In turn, your culture they shape will ultimately determine your results, for better or worse. That being the case, it’s...
Will your Garage Insurance Premiums be Going Up?
Last week I saw an article in Business Insurance Magazine predicting increasing insurance premiums for 2011. While the article did not specifically mention auto dealership garage insurance, there is reason for concern. The article went on to blame this uptick in the...
Developing the Right Training Program
Whether you are training new sales consultants or just want to upgrade your sales team’s skills, deciding between online and instructor-led training can be a challenge. In the end, the decision boils down to four factors: content, quality, effectiveness and cost....
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