Sales & Variable OPS
Troubles in Japan reach local car dealers’ lots – The Commercial Dispatch
CBC.caTroubles in Japan reach local car dealers' lotsThe Commercial DispatchSince an earthquake in Japan halted p…
Successful Leadership By Definition — No Kidding
A knowledgeable and successful friend of mine and I were discussing prosperous organizations versus, well, not so successful ones (i.e. Marriott vs Ramada). We reviewed obvious differences we all experience such as employee attitudes, facility appearance, financial...
What’s Hot for 2011?
Every sales person claims that they have the greatest opportunity that you can’t live without. A key is testing and validating opportunities that make logical sense. Are these concepts producing measurable results (gross dollars and/or car sales)? I attended the 2010...
Branding or Customer Acquisition: What is the Goal of your Online Marketing?
Twenty years ago, branding and marketing decisions were easy. Think about it: Who bought your radio and television advertising? Who approved and often appeared in your commercials and print ads? Who approved your outdoor signage? If you were a single-point store, then...
An Unexpected Threat to your Dealership
Negative and intentionally false online comments In 2010 dealers spent more on online advertisements than print media. The explanation is simple: Greater than three-fourths of new-vehicle buyers (79%) use the Internet during the shopping process. However, spending...
The ‘Accolade Sandwich’ Sales & BDC Meetings
For decades, I have (and still do) participated in, observed, run, trained and delegated various meetings. From my ongoing experience in the field, far too many “meetings” are either the “Coffee is for Closers!” fear based attempts to maximize efforts and expertise or...
Training! Training! Training! Knowing Comes Before Doing
Which is harder: knowing or doing? Almost everyone understands that “doing” is harder than “knowing.” I agree, but the first step in the knowing/doing process must be, by necessity, “knowing.” It is the height of absurdity to demand that service advisors sell more...
Dealer Reserve on the Endangered List
The only tattoo I have is the scar from a smallpox vaccination I received when I was ten. Everyone in school received the vaccination. Everyone has the scar tattoo to prove it. These vaccinations were apparently mandated by a governmental agency which was working to...
Establishing Rapport with the Educated Car Shopper
In last month’s article, I opened with the thought that one of the reasons salespeople fail to make a connection with online customers is the continued use of outdated responses to shopper questions and concerns. These responses fail to influence customers because...
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