Sales & Variable OPS
The New Playing Field: Today’s Women’s Market
Salesperson Rick escorts prospective customer Sandra to the door and shakes her hand then turns back to his office. Rick (to himself): “That went great. I managed to hit every selling point and ask all the important questions. I’m sure she’s confident that we’ve got...
Research is Increasingly Important!
Two years ago I wrote an article on the importance of local dealer research, and why “throwing your advertising budget dollars against the wall,” hoping some of it will stick just won’t work anymore. Well, of course it might work, but certainly not with any...
Eight Fresh Ideas to Generate Cost Savings, Top Line Revenue, Risk Mitigation
As a purchasing group, we are continually investigating, interacting with and meeting new suppliers and industry experts who have proven they can impact a business in a very positive way. Many of these suppliers have new and innovative approaches to old problems and...
Should you Own your Dealership Real Estate? What is the Opportunity Cost?
Dealers often assume that dealership real estate is a good investment. In this low interest rate environment, why wouldn’t you buy your property, particularly if you have the capital for a down payment and can get financed? Commercial mortgage rates are currently...
At Least One Manufacturer is Demonstrating Honesty
I wrote in last month’s column that the expected limited availability of vehicles across all linemakes, and in particular Japanese manufacturers, was going to be serious concern on several fronts. At this writing, Toyota’s production is currently down by 48%, Honda by...
Cancer is to be Cured, not Contemplated!
When teaching on the subject of building a high performance culture, I begin my class by sharing with the attendees these six facts concerning business cultures: You can’t change behaviors or results in an organization by changing its vision. Rather, you change...
Three Manheim Locations Receive Wells Fargo Auto Finance Top Performance Awards
ATLANTA ??? Wells Fargo Auto Finance, Inc. presented three of its four 2010 Top Performance awards to Manheim locations. The company honored Manheim Orlando with the Operational Excellence award, Manheim Ohio with the Best Online Performance award and...
Toronto-Dominion Is Ahead of Target Signing Up Car Dealerships for Loans – Bloomberg
Globe and MailToronto-Dominion Is Ahead of Target Signing Up Car Dealerships for LoansBloombergToronto-Dominion Bank…
Dealer.com Opens Renovated Office Expansion
Burlington, VT ??? Dealer.com, the global leader in online marketing solutions for the automotive industry, today unveiled a 70,000-square foot addition to its current office space, bringing the total office size to 135,000-square feet. The expansion is located...
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