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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…
Dealer News May 1Eliminate 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…
Dealer News May 1Marketing Maxims of Jolly John
My dear friend “Jolly John” Pulsifer was greeted by St. Peter on February 19 of this year at…
Dealer News May 1Dealership 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…
Dealer News May 1The Japan Disaster and Vehicle Allocation Concerns
The Japanese earthquake and tsunami have rocked the automotive world. Honda has reported, at the time of this…
Dealer News May 1Is It the CRM or Is It the Process?
Every so often I hear from GMs who insist their salespeople must have the latest, greatest CRM with…
Dealer News April 18The Truth about ‘Potential’
A top reason an under-performer is kept on a payroll despite failing to realize results is because his…
Dealer News April 14More on Becoming a 10X Dealership
It’s complicated to be an Internet-savvy dealer. Pricing, dealer web site SEO, social media, Internet structure and staffing,…
Dealer News April 12Selling When Out of Control — Forgetaboutit
The hot ticket these lean days is attending some type of “service sales” workshop, webinar, or similar rodeo,…
Dealer News April 8
