Sales & Variable OPS
Time Utilization For Us Dummies
Please don't take offense to the oblivious title -- it's just "catchy," but after evaluating this tidbit you'll recognize how much of the precious revenue-producing calendar clock time goes fallow. Of course, if you were a thin-skinned rascal you wouldn't be in this...
Who’s Writing Your Online Ads?
I recently saw a vehicle advertised on a dealer website that caught my attention. This pre-owned car was advertised as a “CarFax One Owner”. Upon further investigation, I discovered that the “one owner” was a rental car company. Even though the “one owner” statement...
Does your Dealership Sell Transactions or Experiences?
I recently wrote a blog article entitled, “You Can’t Build a Great Organization Around Satisfied Customers.” In that piece I explained how, by definition, a satisfied customer has merely had their expectations met. Period. He is not wowed or impressed. Because of...
Study Shows Lead Response Practices Fall Way Short
Recently, my company conducted a mystery shopping study to gauge the status of dealer responses to customer price quote requests. Brace yourself, here are the results: Twelve percent of leads received no response—not even an auto responder. Fifty-eight percent...
‘Help Me’
Hello gang, welcome to spring. Jim Ziegler and I started out writing in the first issue of Dealer magazine and I’m proud to say that I’ve been with you every issue since. But, there comes a time in everybody’s life when they need a little help from their friends. In...
Believe It or Not, Congress Got It Right
We were nervous last year. The long-anticipated sunset provisions of George W.’s 2001 income and estate tax reform were coming into play and there was no telling how it would end up. All of us who were involved in business succession planning believed that we were...
PSCars.com Offers ‘Practical System’ to Change Online Vehicle Buying
An old saying goes, “Necessity is the mother of all invention.” It’s an apt description for the development of PSCars.com, a new online vehicle shopping platform that seeks to transform online vehicle shopping and purchasing experiences for the benefit of both...
Justin Brun, e-Commerce Manager & Ben Koller, Internet Sales Manager, Acton Toyota
Justin Brun, e-commerce manager, and Ben Koller, Internet sales manager, for Acton Toyota in Littleton, MA can stand up and take a bow for spectacular results in online reputation management. Acton Toyota takes 1st place in the number of reviews on DealerRater.com,...
Greg Goodwin, Kuni Automotive Group
Greg Goodwin took over as the president and CEO of the Kuni Automotive Group in 1999 when founder Wayne Kuni retired. The group began in 1970 with the opening of Kuni Cadillac in Beaverton, OR. It’s grown to 11 dealerships with 14 franchises and is one of the top...
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