Sales & Variable OPS
Unpaid Incentives: What You Don’t Know Is Hurting You
Correct These “Easy to Make” Mistakes for Easy Money An unusual “phenomenon” seems to be rearing its ugly head again – large overage balances on dealerships’ Factory Receivables Incentive Schedules. Not large balances due purely to large or increasing sales volume or...
The Cure for Succession Conflict: Hamburgers, Marshmallows, Collaboration
Succession planning is about making sure that you have a collaborative culture in two places -- your family and your business. So what do hamburgers and marshmallows have to do with implementing a successful succession plan? It all depends on what motivates you (and...
Auto Marketing in the Age of the Millennials
As the millennial generation ages into higher-paying jobs, its buying power continues to increase. Understandably, the automotive industry has been paying close attention to this trend. But auto marketers beware: the millennials do not constitute “just another...
Two Ways To Find The “Sweet Spot” For Your Inventory Turn Rate
You might call it an annual rite—just as the tulips start to bloom I hear from dealers excited about the start of the spring selling season. This year is no different, as dealers wrapped up March with year-over-year records in used vehicle sales volumes and...
Where Can You Find Sales Leadership? In the Mirror.
When it comes to being a sales manager in the automotive industry, there are three things we have to keep foremost in our minds. One -- get up! If we don’t get up, how can we expect our sales staff to be there and be on time. Second -- dress up. We are the mirror they...
What to Know Before You Repo: Answer These Questions First
As counsel for franchised and independent dealers across the U.S., I regularly get calls from clients about a bank “kicking back” a contract to the dealer due to default or lack of insurance. Before the dealer can repossess the car, he must ask three important...
Top Insurance Policy Mistakes That Cost You Big Time
Is the insurance policy sitting on your desk correct? Are the I’s dotted and T’s crossed? Did all the changes you negotiated and corrections you made actually end up in the policy? I’ve reviewed hundreds of policy sets each year to find on average anywhere from three...
Wal-Mart’s latest target: Auto insurance
Wal-Mart's latest target: Auto insurance, from CNBC. With a reputation for passing savings along to consumers, Wal-Mart has long been known for slashing prices on apparel, electronics—and car insurance? On Wednesday, the world's largest retailer announced a new...
The Most Popular Cars for People With Bad Credit
The most popular cars for people with bad credit, according to Credit.com. Most people put together a wish list of sorts before they head to a car dealership to buy a new set of wheels. It depends on your priorities, but you’re probably searching for a car that meets...
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