Sales & Variable OPS
The Boeckmanns, Galpin Motors
The Boeckmanns could be called automotive retail’s First Family. Patriarch Bert Boeckmann and his wife Jane are celebrating their 50th anniversary as owners of Galpin Motors, the last 20 as Ford’s top selling dealership. Including Ford, Galpin sells 11 brands in the...
And the Aftermarket Survey Says??
Each year the bible of the quick service industry National Oil & Lube News, now 25 years young, conducts a comprehensive survey of quick service centers across the country. The survey is conducted using both mailed and online data collection, and this year some...
Develop a Red Belt Mentality
The people in your organization will shape its culture, starting with the attitude, mindset, behaviors, character, and competence of the leader. In turn, your culture they shape will ultimately determine your results, for better or worse. That being the case, it’s...
Will your Garage Insurance Premiums be Going Up?
Last week I saw an article in Business Insurance Magazine predicting increasing insurance premiums for 2011. While the article did not specifically mention auto dealership garage insurance, there is reason for concern. The article went on to blame this uptick in the...
Developing the Right Training Program
Whether you are training new sales consultants or just want to upgrade your sales team’s skills, deciding between online and instructor-led training can be a challenge. In the end, the decision boils down to four factors: content, quality, effectiveness and cost....
The ABCs of Common-Sense Advertising
‘Tiny’ wrote me a great letter recently on the ABCs of common sense advertising. ‘Tiny’ is a lawyer-turned-car dealer who married into an ‘automotive’ family in 1985. His real name is Pete but most of the world knows him as ‘Tiny’ from the days he topped 350 pounds....
Get Rid of the Scripts – Master Communications
Business development seems to have many perceptions of its functionality. From my experience, Business development is more than a department. It is a mindset translated into a team’s actions or process. The foundation of business development is based on product...
Protect Yourself with Out of Area Deliveries
I’ve had the pleasure to travel to or live in other cultures, mostly because of my dad’s career in the Air Force. I’ve lived in Okinawa and Germany, South Carolina and Texas, California and Illinois. Each of these areas or countries has differing ideas about life and...
Use of Non-OEM Parts in Repairs Could Expose your Dealership to Liability
Many dealerships perform bodywork and mechanical repairs on vehicles which have been in accidents. Generally these repairs are paid for by insurance companies who are doing their best to repair a consumer’s vehicle for the lowest possible cost. One of the ways many...
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