Sales & Variable OPS
Lori Hammond, Internet Director of Sales, Conicelli Autoplex
Lori Hammond, Internet director of sales for Conicelli Autoplex, in Conshohocken, PA, has built from the ground up an Internet sales organization with a track record that’s hard to beat. Conicelli Autoplex is among the top four leaders nationwide in Internet sales,...
Andy Scott and Douglas P. Scott, Scott Family of Dealerships
Tackling the tough issues with grit and optimism is something the Scott Family has been doing for four generations. So when the recent economic downturn hit the automotive industry, Dealer Principal Andy Scott and his son Douglas P. Scott met its challenges head on...
Interview with Lori Hammond, Internet Director of Sales, Conicelli Autoplex
Lori Hammond, Internet director of sales for Conicelli Autoplex, in Conshohocken, PA, has built from the ground up an Internet sales organization with a track record that’s hard to beat. Conicelli Autoplex is among the top four leaders nationwide in Internet sales,...
Your Service Waiting Area: Dentist Office or Customer Retention Tool?
(Bear with me here – this one will eventually come back around to the Internet sales team.) Today I feel compelled to deviate from my regular article topics covering Internet sales and digital marketing to alert you to an area of your dealership that might need as...
When is a Factory Incentive Program Legal?
Mercedes Benz has announced the details of its holdback incentive program which will apply to all dealers. The program involves payment of a 3.5% performance bonus where 1% is tied to a facility component. Of course, not all Mercedes Benz dealers are in a position to...
Menu Pricing: An Art or Science?
I just finished up an initial round of service advisor training for a large dealer group and was surprised to see that not only did they not employ properly constructed factory based maintenance menus, they were not even aware of the benefits to both service and parts...
Why Don’t You Do It a Different Way?
Last month, my article focused on helping you hold your people accountable to your service processes. Odds are your dealership has sound processes in place, but is it time to do a process “makeover?” In other words, is it time to update and refresh the process? Or, as...
Backdating Contracts Could Mean Mass Rescission
Way back when I was living with my parents, as the oldest child, I felt a certain responsibility. Dad was in the Air Force and mom managed one of the restaurants on base. They worked hard to provide for our family doing an outstanding job. My job within our family was...
Give your Customer a Choice
It has been said that the arrival of a lead is the “moment of truth”. At that moment, the customer has put you on trial. The lead has been sent to you, but it’s also been sent to two to three other dealerships. Which dealer will respond first? Which dealer will...
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