Sales & Variable OPS
Interview with 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...
Interview with 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,...
Keeping in Touch with Customers
How many email addresses do you have in your DMS database? Most have less than 25%. You might want to do a count today to see what progress you’ve made collecting email addresses. What if you needed to tell all your customers about a rebate that was expiring next...
Sales Call Conversion: How to get Appointments to Show!
The 10th Digital Dealer Conference & Exposition in Orlando last month was the best ever. One major concern though: I still hear way too many dealers and partners say, “We can’t handle the calls.” Yes you can! Train everyone to “humanize” and differentiate more...
Customer Review Sites are Expanding the Reach for Word of Mouth Marketing
Do you really know what your customers think about your business? In a previous article, I spoke about the growth of social networks like Facebook and Twitter as key venues consumers use to share feedback about your dealership. With over 50 million tweets each day and...
The Most Important Factors to Guarantee Internet Sales Success
Heavy title, I know. As those of you who attended last month’s 10th Digital Dealer Conference and Exposition might remember, David Kain and I recently completed a nearly year-long study on what truly separates successful Internet dealers from the rest of the herd. The...
So Do You Want More Lead Conversion Out of your Web Site…Really?
I spend as much time outside of the car business today as I do in it and many of the online marketing professionals I interact with there have recently told me small is cool to customers. Small businesses, they say, have a personality, flavor and sensibility that big...
Dealer Group Web Sites… Play Fair
We work with multiple dealer groups, and they all have their own preferences on how inventory and leads are routed. Some have two OEM flags under one roof and share a DMS, others have multiple rooftops and one pre-owned lot with each running their own DMS, and some...
Retention is the New Buzzword for Success!
For the first 100 years of the automotive industry, the main thing you heard about at 20 group meetings, conventions and regional dealer gatherings, was customer satisfaction. With a decline in automotive dealerships and an increase in aftermarket service centers, the...
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